Category Archives for Prospecting

December Prospecting, Donald Kelly, The Sales Evabgelist Podcast

TSE 467: Should I Prospect In December?

December Prospecting, Donald Kelly, The Sales Evabgelist PodcastIs December a horrible time to prospect? You can’t find people during this time of year so you might as well not do anything. Well, this kind of mindset is actually wrong.

Today, I’m sharing with you some insights into prospecting in December and whether it’s worth it or not. Although industries may differ, there are ways that you can be effective in prospecting even on the last month of the year.

5 Reasons Why You Should Prospect in December:

  1. People are nicer at this time of year.

People tend to be more receptive during the holidays so take advantage of that and build a relationship with your customers. They may not buy now but you’re basically building an opportunity for 2017.

  1. Most of the other salespeople are quitting.

Make sure to hustle and do the opposite of what everyone else is doing. Some of the gatekeepers that are blocking your access to high level executives are on vacation so this is the perfect time for you to take advantage of this. There is less competition as well.

  1. Some of your buyers have got money to spend.

Some people have fiscal years that end in October so they still have time in December to offload money. These people might be looking for projects to spend on now which they hope to get in 2017. See if there are opportunities they can take advantage of in 2017 which they can already buy now.

  1. People are planning for 2017 so give them some value and help them.

Some people are putting things in place and getting reports done as well as ideas and plans. Think of an unconsidered need that your prospects don’t know about that you can bring to their attention. Share with them some things which your services can help them with in 2017.

  1. Focus on key Dream 100 clients for 2017.

Focus on key accounts you need to take advantage of. You need to focus on some key accounts as opposed to millions of them. Come up with your top 100 clients you want to tap into and start prospecting some of them to see if you can start building relationships.

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.


TSE 440: TSE Hustler’s League-“What Do I Say?”

Cold calling is very challenging, not to mention the rejection you’ll get because there might be a 70% chance that they’re going to say no. But what can you do to bring that down to a 50%? In this episode, I’m going to play another snippet taken from one of our past training to help you with prospecting.

The upcoming semester of the TSE Hustler’s League is happening in January where we’re focusing on how to build value with the prospecting to continue having solid relationships with them.

Strategies for effective cold calling:

  1. Understand the ideal customer.
  2. Find out the issues they’re facing that they don’t know about but are affecting them.
  3. Get the appointment

Too many salespeople are having trouble with this that’s causing anxiety, fear, and worry to creep in. Why? Because they’re used to the traditional model of cold calling where you get a phone book, make a call, and get an appointment.

The cold calling landscape has changed now. The best way to do this is to personalize your message.

The Golden Rule is…

Treat others the way YOU like to be treated.

And the way everyone wants to be treated is to be treated personally.

The Platinum Rule is…

Treat others the way that THEY would like to be treated.

What’s in it for them?

Don’t just go out there and broadcast your message. You should be able to convey what’s in it for them. Figure out a way to share to them that this is something for them. Stop pushing your own agenda and tailor your message to your customer.

Episode Resources:

The Power of Habit by Charles Duhigg

Create interactive presentations that customers will enjoy and remember. Get a full demonstration of Prezi Business and see the power it has in action. Just go to to help you tell more compelling, value-driven stories to your prospects.

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.

Fear of Rejection, Donald Kelly, Fear of Prospecting, TSE Hustler's League

TSE 430: TSE Hustler’s League-“Rejection and Prospecting System”

Fear of Rejection, Donald Kelly, Fear of Prospecting, TSE Hustler's LeagueDo you have a phone phobia? Are you fond of making excuses just so that you can’t get on the phone? Why are you afraid?

I used to be so scared of picking up the phone primarily for the fear that they’re going to reject me or they’re not going to like what I have. Lo and behold, what do I get every time I got on a call? Rejection. That got me depressed. I had gone to work still but that didn’t make me want to pick up the phone and had all these kinds of excuses just so I can’t make calls.

Right now, I still realized I have these distractions that I tend to put in place that prevent me from being a really effective seller. The problem is we tend to put so much pressure on ourselves to get a yes that prevents us from doing well that’s why we really don’t know how to handle the no.

How much time do you spend prospecting?

One of the main reasons people are afraid of prospecting is the fear of rejection. It’s that anticipation that limits you from doing it.

Key Questions to Help You Create an Effective Prospecting System:

  1. What do you do avoid prospecting?

You’re actually going to be able to find a trigger. There’s something in this process that triggers you.

  1. When do you avoid prospecting the most?

Let’s say you get distracted in the morning and don’t get started. Adjust that and replace it with a workout for instance to get your endorphin excited and make you ready to get started in the morning.

  1. What do you feel you’ve missed out on because you’re not prospecting as much?

And what are you missing out on? It could be a lot of different things – money, key opportunities, promotion, etc.

  1. What are the things you’ve done to resolve it?

Then identify the things you’ve done to solve it. Too often. Sellers know the problem but they don’t do anything to fix it. It’s not only evident in sales but in all aspects of life as well. Therefore, you need to be able to identify what are the things you need to do to solve them.

Check out these stats from a survey conducted to salespeople:

  • 51% of salespeople said they’re afraid customers will reject them and then say no
  • 22% said they’re afraid of upsetting the customer by coming across as pushy or aggressive
  • 18% said they’re not making the sale and reaching their goals
  • 9% said they’re concerned their product was not right for the customers

What are the qualities of great salespeople?

  • 30% – willingness to face rejection
  • 22% – the ability to close sales
  • 18% – communication and negotiation
  • 5% – product knowledge

When it comes to dealing with prospecting in sales, which is most difficult?

  • 27% – making the initial contact/call
  • 37% – following up afterwards

Key Points:

Give the prospect the opportunity to say no.

Keep going until they say no because you need to get to the core of what the clients want. The reason we stop is first, we feel inferior.

Never make the decision for the prospect.

We often think prospects think the way we do. We think the price is too high so we end up making the decision for the prospect. Again, never make the decision for them. Let them make the decision for themselves.

Episode Resources:

Go for No! by Andrea Waltz and Richard Fenton

Create interactive presentations that customers will enjoy and remember. Get a full demonstration of Prezi Business and see the power it has in action. Just go to to help you tell more compelling, value-driven stories to your prospects.

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.

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Mark Hunter, High Profit Prospecting, Donald Kelly, The Sales Evangelist Podcast

TSE 426: High Profit Prospecting With Mark Hunter

Mark Hunter, High Profit Prospecting, Donald Kelly, The Sales Evangelist PodcastProspecting is one of the many things salespeople can do wrongly when it’s one of the most important aspects in your sales process that you have to precisely master. Today’s episode is just oozing with strategies, tips, insights, and whatnot that will not just blow you away but also blow your sales up, of course, provided that you apply these into your own process.

Our guest today is Mark Hunter, the ultimate sales hunter who helps companies find and retain better customers they can close at full price.

Mark is the author of the book, High-Profit Prospecting, an incredible book that helps you understand your prospecting process so you can go after the right people, using the right way, at the right time.

Here are the highlights of my conversation with Mark:

Reasons for not closing at full price:

  • Prospecting the wrong person.
  • Giving away discounts and doing stupid stuff in the prospecting phase
  • It’s not for you to determine the value, it’s for your customers to determine the value

The telephone still works!

People have stopped using telephones but this strategy actually still works.

#socialmedia without connectivity is social stupidity

  • If you just put out stuff on social media and do only that, you might starve to death before getting enough business.
  • You have to turn social selling into social connectivity.
  • Find ways to have one-on-one conversations.
  • Sales is still relationship-oriented.
  • Sales today is about bringing value to our customers and it starts with who we prospect.

Strategies for finding the right prospects:

1.Find prospects who will see value in what you have.

Warning: People who immediately asks your price are not prospects. They only want to take your price and play it off against somebody else’s price.

You can not win on price.

  1. Ask them questions. It’s about them, not you.

Ask questions that engage both you and the customer in the discussion. Sending 1,000 emails is being stupid 1,000 times. People don’t want to hear about how good you are. They want you to ask them something about them. Share something about them. Create and expose the need they have.

  1. Earn your right, privilege, honor, and respect to talk with them again.

Your goal on prospecting should be to connect with your customer and be able to earn the right, privilege, honor, and respect to be able to talk to them again. How? Find out one more piece of information and get the ability to move to the next level of the discussion.

  1. Move them from being a suspect to a prospect.

Set prospects up as customers by helping them see and achieve a result that they did not think was possible.

  1. Use social media as a telephone in a different format.

It’s about creating those relationships. You can get tremendous amount of business right off LinkedIn or Twitter or Facebook conversations. Your presence on social media is your resume. You have to be out there but it’s still that one-to-one conversation that’s critical.

  1. Bucketize your prospects.

Any salesperson is probably going to wind up with 4 or 5 different prospecting processes depending on who they’re going after. You can’t take one style and use it for everybody. The processes may be similar but the cadence, format, and language may be different.

  1. Segment your prospects by industry by day.

Dedicate a day to doing just a particular market segment (ex. hospitals, clinics, etc.) Segment your time to become more efficient and gain a tremendous amount of insights.

Ways to successfully get into executives not on social media:

  1. Make a deep dive into Google search.

Not all big people are on social media but these people are still out there. Google them out. All you need to know is their name.

  1. Begin providing them insights.

Provide insights that they will see are of value.

  1. Create a level of confidence and trust.

The more senior you are in an organization, the lonelier you are. They are usually guarded in every conversation they have. You then have to come in by way of their level of trust and confidence

  1. Connect with them through a side door.

Connect with them through non profits or other organizations that they’re in. Get involved in that organization or a trade association or attend an event they’re speaking at. When you engage with these, they then see you in a totally different light.

The 12×12 Strategy

Contact your prospects 12 times using 12 different means. For example, send them something every month like an email or a personal message.

  1. Call them at the top of the hour.

Pick up the phone and call them right at the top of the hour. Senior level people are in meetings all day long. The one time they’re probably not meeting is right at the top of the hour. So call them between 50 minutes and 2 minutes into the hour.

  1. Send them an email at 6:15 on a Saturday morning

Senior level people are fighting fires all week long. During the week, they’re working in the business. On the weekend, they’re working on the business.

Send an email that consists of a condensed version plus 3 bullet points. No links, no attachments, no images, nothing.

When the CEO sees this at this time when they’re working on the business, they will usually read it and respond back to you.

  1. Don’t wait for Monday until your respond back to them.

Make sure you respond an hour or two later. This tells them that you’re working on a weekend and you’re geared in the business just like them.

  1. Speak their language.

The further up in the organization you go, the more strategic the conversation is. (The lower, the more technical). The worst thing you can do is bring up specs, performance rates, etc.

You never want to upstage or embarrass the CEO. But at the same time, you never bow down and kiss their ring.

  1. Make sure you provide a strategic value.

If you don’t have a strategic value to provide, don’t waste your time going after a CEO. Know the level of entry that makes sense because your time is your most valuable asset. Use it in the most effective manner possible.

Mark’s Major Takeaway:

The greatest thing you have is your own time. Use your personality to sell. Let your personality come through when you prospect. At the end of the day, your goal is to earn the right, privilege, honor, and respect to be able to connect with your customers again by just learning one new piece of information.

Episode Resources:

Connect with Mark at

Check out Mark’s books:

High-Profit Prospecting

High-Profit Selling

Create interactive presentations that customers will enjoy and remember. Get a full demonstration of Prezi Business and see the power it has in action. Just go to to help you tell more compelling, value-driven stories to your prospects.

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.

Register For Do BIG THINGS

TSE 405: TSE Hustler’s League-“Show Them You Care”

TSE 405: TSE Hustler's League-"Show Them You Care"Today I’m sharing a 10-minute snippet of one of our training sessions in the past year over at the TSE Hustlers League as we talked about how to build connections and rapport with your prospects.

You’ve probably heard this so many times that people do business with those they know, like, and trust. They simply want to truly connect with someone and feel that you are not pushing on to them something they don’t need. 

Effective Ways of Building Rapport with Your Prospects:

  1. Be mentally fit.
  2. Engage with the customer.
  3. Speak to their needs.

Have the right attitude. The angriest people tend to have people who are also mean to them. Be a jerk and you will get jerks. Have a bad attitude and you will get buyers who have bad attitude. Before you even get to work, be sure you’re mentally there. So having the right attitude is critical as it determines your performance.

What is your purpose in doing this business? Use your passion and motivation as fuel to keep pushing yourself every single day.

Have the right gestures. Smile and maintain eye contact. Even when you’re just speaking over the phone, there is a difference when you’re talking with your head down as opposed to talking with your head up. Since you’re opening your diaphragm, you will sound more confident. Pretend you’re looking at your customers in the face.

Get to them on a personal level to show them you care and that you want to help them.

Episode Resources:

We’re starting a new semester of the TSE Hustlers League in October where we will be having a 12-week training primarily focused on Prospecting and how you can get successful at it.

Please support us in our Indiegogo campaign, a movement to inspire and motivate others to Do Big Things. Simply go to Can’t go to South Florida? No worries. You can get access to our virtual ticket!

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.

Register Today

Do BIG THINGS, West Palm Beach, Florida, EMKO, Donald Kelly, Travis Thomas, The Sales Evangelist, LIVE YES AND

Prospecting, Donald Kelly, The Sales Evangelist, Best Sales Podcast

TSE 362: Stupid Prospecting

Prospecting, Donald Kelly, The Sales Evangelist, Best Sales Podcast We all do stupid things in the sales field and today I’m going to share with you a stupid thing I’ve done in the past, particularly in relation to prospecting.

So what I and my partner did before was we actually took action in prospecting. However, we didn’t do enough preparation or do anything to make it good. We basically went around and gathered business cards to bring them to our marketing folks who just blasted marketing emails to them. Stupid, isn’t it?

Not to mention the time, money, and effort we’ve exerted to rent golf clubs, going around driving range, mixing and mingling at the clubhouse – all those things and nothing was actually working. So what’s wrong with this? Well, we didn’t actually know who our ideal prospects were. We weren’t able to talk to them because we didn’t know who to talk to or what to specifically talk about. We simply went off the cuff trying to wing it. Such a total time waster (and a total waste of money and effort too!).

Of course, what’s important is we learn from our mistakes and I’m going to share with you the strategies you can apply to avoid making the mistake I made.

Strategies for gaining new prospects:

  1. Understand your ideal prospect and where they spend their time. Understand when they go there.

Go where your ideal prospects will be and recognize what they will be doing. Use common sense.

  1. Have a clear message that you can articulate to them.

Think out your prospecting strategies. Add something of value and that is going to be meaningful to them.

  1. Plan out your activities well.

Be strategic with the kinds of activities you plan to do. Go for the right people, say the right things, and know what to say that can bring maximum value to them.

Build the proper relationships to see greater results. Don’t just go out there and sling from your hip. Don’t just wing it. For instance, set up a tee time and invite some of your prospects. Do a competition and get a bunch of your ideal prospects together. Sponsor an event.

Episode Resources:

Maximum Influence by Kurt Mortensen

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 for $1.00

The Sales Evangelist, Donald Kelly, Donald C. Kelly

TSE 359: Sales From The Street-“Part One-Be You”

Andy Paul, Donald Kelly, The Sales Evangelist Podcast, Best Sales Podcast Do you still find prospecting as a huge struggle? Is cold calling not your cup of tea? Today’s guest is Andy Paul, a phenomenal sales trainer, coach, consultant, and entrepreneur and he’s giving us great insights around the concept of cold calling and hopefully this can help you overcome this struggle that you’re similarly facing.

Andy is also a podcaster where he hosts Strategies to Power Growth, a weekly podcast featuring business experts talking about sales, marketing, leadership, and professional development.

This is only Part One of my conversation with Andy Paul so be sure to stay tuned for next week as we talk about more interesting stuff like scripts, processes, and systems.

Here are the highlights of my conversation with Andy:

Fix it first.

  • You always have a choice.
  • The customer always has a valid problem (whether they’re right or not)
  • Focus on how you solve the problem first.
  • Then deconstruct it and make sure it doesn’t happen again.

One of the major challenges Andy faced: Cold calling

Strategies to overcome this challenge:

  • Hold an online webinar.
  • Have 10-15 companies to come in every week and invite them. (Or even get 2-4 companies a week on a consistent basis)
  • Follow up with them very rigorously. Have them see a demonstration of your product.
  • Start building up the number of prospects.

Today’s Major Takeaway:

There is more than one way to succeed. There are lots of different ways to prospect. Just try some things and find out what works for you. Then fine tune and make it work even better and follow your strengths.

Episode Resources:

Check out Andy’s podcast, Strategies to Power Growth

Fix It First

Essentialism by Greg McKeown

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

Join For $1.00! 

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Prospecting, New Clients, Set The Rules With Prospects, Donald Kelly

TSE 317: Just Go Negative On Them

Prospecting, New Clients, Set The Rules With Prospects, Donald Kelly Many people are so afraid of getting rejected. Of course, who wants to be rejected? In this episode, you will learn how you can utilize a technique to be able to help you land more deals, close more opportunities, and grow towards more sales success. So listen in!

Oftentimes, we fall into the category of being the “yes” person in the hope that we’ll be able to close the deal and do whatever we possibly can to get the business. However, you can’t just say yes to all things especially if it becomes too costly for you and your company. Or both of you just do not fit.

Go Negative

Look at situations wherein you might get a lead.

They might bring a lot of knowledge to the table and they may have done a lot of research and they want you to find out who’s going to be the best fit for them.

Stand your ground

Buyers can sometimes take control of the situation and tell you what you need to do. If somebody is that demanding, well, it’s something you would have to reconsider. The truth is you don’t have to be the one who says “yes” all the time. Stand your ground and be honest enough to say that you’re not going to be a good fit. Go negative on them and go to the opposite.

Recognize the right fit.

Yes, you need value. But recognize the clients you want to build strategic alliances with. You don’t have to say yes every time.

Be willing to say no and you will be amazed at how many people see that you’re standing your ground and that you can’t be easily pushed.

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 Today!

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Prospecting, Sales Growth, Building Business, Donald Kelly, The Sales Evangelist Podcast

TSE 314: Sales From The Street-“Prospect Right”

Prospecting, Sales Growth, Building Business, Donald Kelly, The Sales Evangelist PodcastHaving trouble connecting with like-minded people? Or are you struggling with getting new prospects? We’ll talk about that today as we bring Kurtis Tucker on the show. Kurtis talks about having this exact challenge and how he finally overcame it. Learn from his experience and most importantly, try to apply these strategies to your own sales process.

Kurtis Tucker is involved with Principal Financial Group where he recruits, trains, and helps individuals get started in the financial servicing business as well as in the business owner marketplace.

Here are the highlights of my conversation with Kurtis:

Kurtis’s major challenges:

Finding individuals with the entrepreneurial spirit that want to be connected to a substantial and significant company as their backup and willing to go out there and sell to business owners

Strategies Kurtis has done to overcome his challenges that you can apply too:

  1. Networking

Get involved with chambers of commerce. Meet salespeople of all sorts that could qualify for what you’re trying to accomplish. Meet people who could become centers of influence. When you go to a networking event, pick up at least 5 new relationships. Call them and set up a one-on-one meeting over coffee and have a brief 20-minute chat to get to know and see if you can help each other. If not, they’re most likely to give you referrals.

  1. Bring value

Provide value and they will provide value back.

  1. Use LinkedIn

Look people up on LinkedIn that you can possibly meet up with locally. Send them a note and ask them if you can get together for a cup coffee and chat.

Kurtis’ Major Takeaway:

You have to have your mind and your heart fully dedicated to making things work. It requires tremendous dedication and the desire to help others. At the end of the day, the price is in your heart and in your mind and if you can pay that price, you’re going to be successful in sales.

Episode Resources:

Connect with Kurtis by giving him a call at 561-345-5386 or send him an email at

The Go-Giver by Bob Burg

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

Vidal Cisneros Jr, Donald Kelly, The Sales Evangelist, Coaching

TSE 294: Sales From The Street-“Be of Service”

Vidal Cisneros Jr, Donald Kelly, The Sales Evangelist, Coaching Breaking down the barriers between you and your clients is a tough challenge you need to overcome because that’s how you get some deals to be closed.

Today’s guest on Sales from the Street is Vidal Cisneros, speaker, author, and purpose-igniting coach. He is the man behind the Thriving Beyond Podcast. Vidal is also part of the Chicken Soup for the Soul and doing things for large publications.

Listen as he talks about his challenges and strategies he used to overcome those challenges and see results.

Here are the highlights of my conversation with Vidal:

Vidal’s biggest challenges he has faced:

  • Not coming off as salesy or pitchy
  • Dealing with clients with mindset issues

Strategies he used to overcome this challenge:

  1. Serving versus selling
  • Playing more of the “serving” role where he serves, ignites, and lights people up
  • Following up and connecting with them on a different level
  • Building things organically and one-on-one
  • If you can’t help them because their needs are not within your wheelhouse, you still connect them with other people.
  1. Setting expectations
  • What can you do and where can you take them to get to the next level that’s within your framework.
  • Seeing yourself not as a salesperson but fulfilling your purpose
  1. Letting them see you’re a real person too.
  • Share what you also went through. Share your story and connect with your client. Find where your stories bridge to build rapport and connection.
  1. Closing the deal immediately while the barriers are down
  • Not using the word “money” but putting “skin in the game” to get results
  • Closing immediately on the call once the barriers have been broken
  • Identifying their timeline and building that scarcity

Vidal’s Major Takeaway:

Just work on letting people up. Inspire them and that’s where you understand what works best for you. Tell them what the dream looks like and how far you’ve come to compel them to decide and ignite their path.

Episode Resources:

Connect with Vidal on or Thriving Beyond Podcast.

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

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Prospecting, Business Development, James Carbary, Donald Kelly, Huffington Post, Sweet Fish

TSE 288: How to Guarantee 52 New Relationships with Your Ideal B2B Prospects (Every Single Year)

Prospecting, Business Development, James Carbary, Donald Kelly, Huffington Post, Sweet Fish Don’t underestimate the power of podcast because it changes the game in the way we see sales traditionally. It’s a game changer because YOU become the authority.

Today, we have James Carbary on the show where he demonstrates 6 crucial elements that can help you create 52 new relationships with your ideal B2B clients in the next year and that can help you get connected with your prospects.

James is the founder of Sweet Fish Media where they produce niche B2B podcasts for their clients which they can use for business development. He also co-hosts the podcast B2B Growth and another recently launched podcast called Conference Notes. B2B Growth is for founders and sales executives where they talk with them about how to achieve explosive growth. Conference Notes features interviews with conference hosts about the key takeaways from some of the best business conferences in the world.

Learn how James dramatically increased his response rates from 12.5% to 80% by simply shifting from cold emails to bringing prospective clients as podcast guests.

Here are the highlights of my conversation with James:

6 Elements in Successfully Using a Podcast for Business Development

  1. Naming your show properly.

Name your show by industry or by role of the person you’re trying to serve. Think through who your ideal clients are. Try to go industry-wide. It has to be attractive enough to your clients for them to listen and to be able to position your ideal clients to be expert guests on your show.

  1. Finding and contacting potential guests for your show.

Be careful in sending cold emails. Keep it as short as possible. Include your link so they can easily go to your website. Have a killer email signature like your name,Twitter profile, LinkedIn profile, and your website. Be very intentional on the front end.

Follow up until you have an interview on the calendar. Follow up, follow up, follow up. Follow up until they are on the calendar even if you already got an initial yes.

Tools you can use for follow up:

  1. Choosing the topic.

60% of B2B marketers say that the engaging content their buyers want is really hard for them to come up with. Let your guests choose your topic based on their background and experience. Provide a breakdown of your type of audience. This will help you know what they care about so you have a better grasp of your ideal client.

  1. Basic podcasting equipment and podcast production
  1. Re-purposing and promoting your podcast

A lot of podcasts are not getting nearly the mileage out of their show because they fail to repurpose it into different forms like blog posts which you can share on different sites and social media platforms. You can also repurpose them through Anchor app – first real public radio where you can share 2-min audio clips or Periscope.

Tools you can use:

SocialOomph – promotional tool where you can queue your tweets

Edgar – social media management tool

  1. Nurturing the relationship with your guest

This is the most important since the point of doing your podcast for business development purposes is because you want to connect with your guests. Don’t end the conversation as soon as the interview ends. Make a follow up with each of your guests that come on your show and ask them if they want to work with you in a business context. Then send an email that initiates the sales conversation. No longer a cold email. 😉


James’ Major Takeaway:

You have to nurture the relationship that you form with your guests because that’s the biggest point of doing the podcast.

Connect with James on Twitter @jamescarbary twitter or send him an email at


Episode Resources:

Sweet Fish Media

B2B Growth

Conference Notes podcast




Anchor app




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.

Prospecting, Donald Kelly, The Sales Evangelist, 10x10, Sales Podcast

TSE 287: Make Prospecting a Habit By Doing Your 10×10!

Prospecting, Donald Kelly, The Sales Evangelist, 10x10, Sales Podcast

Why is prospecting such a huge struggle among many salespeople? Today, I’m going to teach you a process that’s going to help you become a prospecting machine.

Prospecting is a vital part of the whole sales process since it’s a means to get people into your pipeline. However, only a small portion of time is actually dedicated towards prospecting and building that solid, healthy pipeline. The key is to always have new people and new business opportunities coming into the funnel. And another key is to get out there and get out there early to prospect.


The 10 x 10 Formula for Effective Prospecting:

Contact 10 ideal prospects before 10 am daily.

Why do you need to do this?

  1. You have to build the habit.

About 50% of a sales professional’s time needs to be dedicated towards prospecting. That percentage will decrease as you have groups of people prospecting for you or as you have systems set in place.

  1. You get their attention before all the distractions come in.

Getting access to them the earliest possible increases your chances of getting their attention before getting distracted by so many things going on throughout the day.

How to start:

  1. Find those ideal customers.

This can be done through several ways: cold calling, social selling, email, etc. Whatever it is, take advantage of networking opportunities and connect with the ideal prospects.

  1. Set a prospecting time.

Dedicate half of your day towards prospecting. Or split it up half in the morning and half in the evening. Whatever works for you will do for as long as you are able to get into that habit of prospecting early.

Now imagine if you did this 5 days a week?

Well, you would have made about 50 contacts a week with your ideal prospects. Obviously, this would not be the only prospecting you could do, but this practice jump starts your day and gives you the opportunity to connect with your ideal prospects before the prospect gets too busy with their day-to-day business.

Episode Resources:

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

Radical Personal Finance, Joshua Sheats, Donald Kelly, The Sales Evangelist Podcast

TSE 224: Sales From The Street-“Shh, Just Listen Man”

Radical Personal Finance, Joshua Sheats, Donald Kelly, The Sales Evangelist Podcast

How well do you listen to your clients? Well, our guest today illustrates the power of listening! By the end of the show, you’d most likely figure out why it does help to just shh…

Our guest on today’s Sales From the Street episode is Joshua Sheats, host of The Radical Personal Finance Podcast.

Coming from a six-year career in life insurance and investment sales with Northwestern Mutual, Josh eventually launched his own organization, Radical Personal Finance, where he hosts a daily, in-depth personal financial planning podcast teaching people how to become financially independent in 10 years or less.

Listen in as Joshua brings a tad wealth of information to the table which you can apply and help steer you towards the road to success.

Here are the highlights of my conversation with Josh:

Some challenges Josh faced:

  1. Overcoming the deep-held fear of sales
  2. Finding the right time to make the transition from working hard to get referrals/prospects

How Josh overcame these challenges and how you can do the same too:

  1. Have a prospecting system
  2. Spend more and more time listening and less and less talking

The more you listen in sales, the better the results. Ask more questions and listen to what they have to say.

  1. Authentically create a feeling among clients of being heard and listened to

“I learned that if you listen well enough, people will think that you know what you’re talking about because of the way you made them feel.” – Joshua Sheats

  1. Have a script.

Focus on how you say it instead of what to say. Engage people, not thinking about what you’re going to say, but about how they’re feeling and responding to what you say. Have a script and know your script. Focus on internalizing the words until you forget about the words and dig into the delivery.

  1. Know where to lead people.

Have a script and know where to lead people. This allows you to take the time tested on approaches from professional selling then hone them and make them more elegant for today’s world.

How to be Very Good on the Phone:

  • Listen to everyone around you. Record yourself and do the exact opposite.
  • Study and listen from other people.
  • Take a short pause after saying your name. (This makes it sound like the client knows you.)

Joshua’s Major Takeaway:

If you do good work, that will speak broader than any tactic or technique. If you are a person worth referring to, you won’t need any tricks or gimmicks. Good technique is important for good salespeople. Do both good work and great technique. Focus on being a person who’s worth referring to, worth buying from, and being an expert in your industry.

Connect with Josh through The Radical Personal Finance. Download the free iTunes app and listen to his episodes. Or visit his website at

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Donald Kelly, The Sales Evangelist, Aggressive Salesperson, Aggressive Attiitude

TSE 223: How Can I Be Aggressive Without Being a Jerk?

Donald Kelly, The Sales Evangelist, Aggressive Salesperson, Aggressive Attiitude

Let’s face it. If you want to achieve massive success in sales, then you have to have a mentality of the survival of the fittest. Otherwise, you will get left behind by your competitors.

One thing you need to do to get ahead of the pack is to be aggressive. And by that I mean, be aggressive without being a jerk. There is definitely a thin line between the two.

A jerk is when you’re annoying, pushing, insulting people, being rude, or you’re hanging up on people or giving a nasty attitude.  Being aggressive, on the other hand, means that you’re going to get your goal no matter what while keeping your customer’s interests top of mind.


If you’re not aggressive enough to go for things and reach your goals then, sorry to say, you won’t be going anywhere near achieving success.

So what does it take to become aggressive (without being a jerk)?

Here are some strategies to help you start with becoming aggressive:

  1. Call the prospect and do not give up after 3 calls.
  2. Be at work longer than the 8 hours.
  3. Push beyond where most people give up.
  4. Don’t be afraid to tell the customer if their company is going through a major challenge and it’s costing them a lot of money. That is your moral obligation.
  5. Don’t give up on the 1st try.
  6. Don’t be scared to ask for the opportunity. Sometimes all you need to do is ask.

Top sales performers are stubborn, relentless, and aggressive. Be among the top 20%. Earn the income and earn the lifestyle that you deserve!

The Sales Evangelist, Donald Kelly, Donald C. Kelly

TSE 221: Sales From The Street- “Hustling to Find Business”

TSE 221: Sales From The Street- "Hustling to Find Business"

Today’s guest on Sales From the Street is my good friend, Rom “The Tutorpreneur” Jean-Baptiste. He is an entrepreneur and a true hustler, that’s why he absolutely deserves a spot on this show.

As a Special Education teacher in New York City, Rom didn’t have any prior experience in entrepreneurship whatsoever but he wanted to earn extra income so he eventually founded the RJB Educational Services, which provides in-home tutoring services in New York City and Long Island and where he also serves as the Chief Education Consultant for five years now.

Some challenges Rom faced as he was starting out:

  1. Getting clients when they first started.
  2. Rom had no experience in entrepreneurship.

Strategies Rom took to overcome those challenges (which you can also apply to yourself):

  1. Research.

Read books on marketing and sales as well as listen to YouTube videos and podcasts.

  1. Know your ideal clients.
  • Once you define your ideal clients, you can market correctly.
  • Ask yourself, “Who wants your service.” (Not who needs it but who wants it).
  • Know where they hang out whether it’s a certain place (beauty salon, shopping centers, etc.) or in social media.
  • Be present wherever your ideal clients are because you need to know what the conversation is all about.

In short, learn the language of your ideal client.

  1. Create a sales system.

Create a system that not only brings in the clients, but also, retains clients.

What made a big impact on Rom’s business today?


  • Focus on copywriting.
  • Write down what clients would understand on your flyers and relate with them once they visit your website.

Strategies for effective copywriting to help you in sales:

  1. Understand your client’s language.

Understanding their pain points helps you define their problems better than they are able to define those problems. Once you’ve identified them, you placed yourself as an authority. Create your avatar and know what their challenges are. Understand your client avatar and how you can better serve them. Know where they are hanging out online or offline and be there wherever that is.

Clients usually want to know that:

  1. You provide convenience
  2. You provide flexibility
  3. You care about the job and are willing to do everything in your power to make it happen.
  4. You’re there for them whenever they need you.

Rom’s Major Takeaway:

Invest in yourself. There are a lot of free resources out there and you don’t need to spend money to invest in yourself. Listen to YouTube or podcasts.


Connect with Rom on Facebook or on Instagram @rom_jb or email him at

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Corinna Essa, Donald Kelly, Social Selling, Sales Coaching, The Best Sales Podcast

TSE 216: Learn How Small Businesses Can Gain More Sales Leads Using Social Media

Corinna Essa, Donald Kelly, Social Selling, Sales Coaching, The Best Sales PodcastHow much of social media presence are you using to increase your lead generation? If you’re still struggling to convert leads, much less capture their email, then you better listen to this episode.

Today’s guest is social media queen, Corinna Essa. Starting out as an informational marketer, she sells informational web courses. Realizing the need for implementing social media strategies, she and her husband finally created Social Media Worldwide, a social media marketing agency where they help businesses leverage the power of social media minus the legwork through outsourcing social media management, marketing, and lead generation.

Here are the highlights of my conversation with Corinna:

Strategies for making profits from being on social media:

  1. Remain educated and updated.

Social media changes all the time. Subscribe to newsletters.

  1. Keep testing different things.

What works for one business might not necessarily work for another business. If you can’t be consistent in doing something, delegate it to someone else who can do it consistently.

How to find the best social media platform:

  • B2B companies benefit more for being on LinkedIn or Twitter
  • Study the demographics of each social media platform to check out which audience matches your audience

Strategies for lead generation through social media:

  • Do not sell traffic directly to a sales page.
  • Generate leads through free industry reports (giveaways, free consultation, free demos)
  • Always give away free things.
  • Enable social sharing on your free report.

Tips for making great free reports:

  • It should be easily digestible.
  • 4-5 paged report of 1-page cheat sheet
  • It should be easy to read.
  • Present basic, step-by-step systems
  • Don’t over-complicate things by using jargon.
  • Put call-to-actions in the free giveaway not just at the end but even within the content

When to call or email leads:

  • Conversion rate is high when you call immediately after the lead gives out their contact information.
  • Calling or sending an email depends on the business.
  • Some people don’t like to be called which can lower your conversion rate.

3 biggest mistakes people make with using social media for lead generation:

  1. Inconsistency
  2. Lack of strategic planning
  3. Delegating social media to the wrong people

How to gain more followers/fans and convert them into leads:

  • Give free giveaways.
  • Combine advertising with quality, UNIQUE content (not curated)
  • Hit the 1,000-mark of fans and followers. Once you reach around a thousand followers then you can benefit from organic growth.

Strategies for business owners to grow their business through social media:

  • Create a blog and update it once a week.
  • Redirect traffic to their blog using social networks.
  • Create unique content with videos and blogs.
  • Use social networks to advertise and promote the videos on the blogs.
  • Put calls-to-actions regularly on a blog post.

Get in touch with Corinna on Facebook or Twitter @SMWOnline or visit their website

The Sales Evangelist, Donald Kelly, Donald C. Kelly


Sales Prospecting; Salesforce, OneMob, Kyle Patel

TSE 215: Sales From the Street- Increase Your Sales With Quick Little Videos

Sales Prospecting; Salesforce, OneMob, Kyle Patel Now it’s time to get up close and personal.

Yep, clients appreciate it more if you send a personal message across. And this never fails to show its magic!

Here’s a great way for prospecting through personalizing your videos to your clients. Well, not just that. Listen in to Kyle Patel as he shares with us some wonderful things OneMob has in store for us to be more productive and efficient as sellers and entrepreneurs.

OneMob leverages on the power of video. They help companies and organizations personalize their interactions with their prospects and their customers by leveraging the video trend coming into B2B through a synchronous messaging platform as well as create a fully branded company video right from their mobile and laptop devices and track all activity in real-time and back to their CRM.

Here are the highlights of my conversation with Kyle:

How to utilize videos to sell:

  • Buyers don’t just want to push a button but watch somebody they can really trust.
  • Build that trust through video.

How you can utilize OneMob to enhance your abilities:

  • Prospecting and introducing yourself to prospects
  • Personalizing your welcome messages to inbound leads or new accounts
  • Recording personal branded videos for your clients
  • Making training videos (OneMob has an iPhone app for this)
  • Making videos on your iPhone, to iMovies, and uploading it out to YouTube in a minute or two
  • Take advantage of activity analytics and alerts in the back-end
  • Tracking data in real-time
  • App exchange package
  • Opportunity tracking
  • Social selling integration (Twitter and LinkedIn)
  • Outlook and Gmail plug-in feature

What makes OneMob different from YouTube:

Getting rid of distractions you get from watching YouTube videos that show up on the right column (taking the focus off from your customers)

Slack for iOS Upload.png (1)






OneMob’s security and storage:

  • Storing videos through Cloud storage
  • Fully integrated with Salesforce CRM
    * SSO
  • Enterprise-grade security

Learn more about OneMob and sign in for a free trial. Connect with Kyle Patel on Twitter @KyleNPatel and LinkedIn.

Kyle’s Major Takeaway:

Just always try to be personal with people.

The Sales Evangelist, Donald Kelly, Donald C. Kelly


Bryan Higgins, Donald Kelly, The Sales Evangelist, Sales Appointment Preperation

TSE 212: Sales From The Street-“Sales Appointment Preparation”

TSE 212: Sales From The Street-"Sales Appointment Preparation"Doing the sales presentation is only the second half of the presentation battle. Preparing for it is the critical first half.

How well do you come prepared for every sales call?

Today’s guest, Brian Higgins will show you the key points to help you come prepared for each sales call and take that next step to closing your sale.

Being in corporate America for 17 years, Bryan has rebuilt 7-8 sales teams in that course of time. He is also a certified coach and he is in constant search of new, out-of-the-box ideas. In the past 12 months, Bryan has finally made the leap to open his own sales consulting and training company with more focus on the tech space.

Here are the highlights of my conversation with Bryan:

Bryan’s philosophy before meeting or calling a prospect:

  1. Know WHO you’re calling.
  2. Know WHAT makes them tick.
  3. Know WHY you need to be talking to them.
  4. Know the person’s industry, the title of the person you’re talking to, and the organization as a whole.

Learning points from Bryan’s blog post The 7-Point Checklist for Sales Appointment Preparation

  1. Research

Get data from the people you get on the phone (receptionist, etc.). Speak their language. Get the research down. Know your competition. Figure out what’s going to make them tick. Determine what path to go on and line up your resources as you go. Make cold calls first thing in the morning.

  • Are your customers able to buy?
  • Do they have the power to make that decision?
  • What does the organization consist of?
  • Is there an opportunity for cross-selling or strategic long-term plays?
  • Look at the whole picture.
  • Talk to as many people in that same organization before moving on to the next one.
  • Qualify your customers.
  • Everybody is going to be a source of information for your prospect.
  1. Understand business objectives

Have an idea of your prospect’s business objectives to gain their trust and that will give you credibility.

Have a post-game analysis after every interaction with a customer:

  • What did you do well?
  • What to do differently next time?
  1. Strengths & 4. Weakness
  • Know what’s going to help you close the sale faster.
  • Know what’s important to your customer.
  • Check out the Charlie App that allows you to search your prospect prior to the meeting and pulls in the prospect’s social media profiles, Google information, news, and other data about the company and the person to give you some talking points
  • Other apps you can check out: Refresh App & LinkedIn Connected
  1. Plan your presentation.
  • Target your presentation towards them.
  • Make sure you have their interests in mind.
  • Convey professionalism.
  1. Prepare your presentation.
  • Have a clear, thought-out presentation with an opening, a middle, and a closing.
  • Make trial closes throughout the process to prepare you to close the deal later and flush out any objections during the process.
  • Have a presentation format that allows you to ebb and flow with the meeting.
  1. Set up for presentation.
  • End each day with preparing for your following day and make this a HABIT
  • Make sure you brought everything you need.
  • Be aware of everyone that’s going to be in the meeting and prepare an agenda for each of them that makes them realize you understand them and their needs.

Bryans Major Takeaway:

“Be prepared. You may only have one shot so you want to professionally convey that your product is the best for them (if it is) and gain the knowledge and information you need to close the sale. Become a doctor of sales.”

Current projects Bryan is working on:

Bryan is presently investing on The Alternative Board (TAB)  that provides private business coaching and advisory board services.

Episode Resources:

Visit Bryan’s website

Read Bryan’s blog:

The 7-Point Checklist for Sales Appointment Preparation

Shout out to Jason Tripp!

Connect with Bryan on LinkedIn and on Twitter @salesmatterllc

Check out The Alternative Board

Connect with Jason Tripp (


Jason Tripp









Cool tools to make a killer first impression!

Charlie App

Refresh App

LinkedIn Connected

Check Out TSE Hustler’s League

The Sales Evangelist, Donald Kelly, Donald C. Kelly


Krista Martinelli, The Sales Evangelist, Around Wellington, Sales Podcast

TSE 209: Sales From The Street-“No’s Are Not Bad”

Krista Martinelli, The Sales Evangelist, Around Wellington, Sales Podcast Today’s guest on Sales From the Street is Krista Martinelli, owner of, an online magazine which started as a print magazine for three years in the Wellington, Florida area and has now been creating an online presence for an additional seven years and becoming a thriving part of the community. Krista enjoys publishing local writers, talking about local events, doing contests, and selling advertising.

Listen in to know more about Krista’s challenges along the way, how she overcame the barriers, and how she went past them.

Here are the highlights of my conversation with Krista:

Krista’s major challenges:

  • Selling a magazine that doesn’t exist yet
  • Knocking on doors to advertise her magazine and getting negative responses (No’s are good because you would be able to use your time on the next business.)

The results:

  • Started from a magazine reaching 5,500 homes to becoming a 72-page colored, glossy magazine.
  • Shout out to her great mentor, Jon Frangipane of Lighthouse Point Magazine
  • Now, they have about 5,000 monthly average hits on the site

Krista’s Major Takeaway:

If you’re selling a product, you have to believe in it. You have to like it. If your enthusiasm is real and if it’s a good product then you will succeed. You’re going to have some “no’s” on the way to getting some “yes’s” but don’t give up!
Get in touch with Krista and give her a call at 561-965-6617. Check out or drop her an email at

Value Proposition, Value, Donald Kelly, The Sales Evangelist

TSE 205: The One Size Fits All Value Proposition Doesn’t Work!

Value Proposition, Value, Donald Kelly, The Sales Evangelist One of the biggest issues salespeople and entrepreneurs face with value propositions is the fact that they don’t know what it is. Many times, they mix up a value proposition and a quick 30-second message expressing what you do. Worst of all, sometimes they offer a one size fits all value proposition that may not be most effective to the potential client.

During this episode, I will share with you the difference between a value proposition and a 30-second message. I will also share what each of them are and how you can develop both. Here are some of the highlights from the episode:

What do you do?

Your quick 30-second message tells people what you do, who you do it for and how you do it. For instance, “I work with mid-size HVAC CEO who’s frustrated with slow months revenue, they are concerned that their techs are leaving money on the table and they’re overwhelmed running the business. They don’t have the time or know how to train their staff”. 

What is value?

According to the business dictionary, value is “the extent to which a good or service is perceived by its customer to meet his or her needs or wants, measured by customer’s willingness to pay for it. It commonly depends more on the customer’s perception of the worth of the product than on its intrinsic value.”

What is this saying? Well, it’s quite simple. Value varies based on the customer and you can’t cookie cutter it. You can have a clear message of what you do and how you help others. It could ignite some kind of interest by the customer, but it may not be the only thing that will close the sales.

You will need to propose some kind of value. That’s where your “value proposition” comes in place. So how do you find the value the customer needs? That knowledge will come from learning about the customer and understanding what they need or want. In my experience, the most focused your value proposition is to your prospect, the better you are at securing movement and conversion.

What is a value proposition?

According to Jill Konrath, “A value proposition is a clear statement of the tangible results a customer gets from using your products or services. It’s outcome focuses and stresses the business value of your offering.” I feel that a 30 second message speaks to the “what you do, who you do it for and sometimes how.” A value proposition, on the other hand, speaks to “WHY” it matters to the prospect and specifically how you can help.

Here is an example of an effective value proposition: “Jon, I understand that during your slow months of Oct-Dec, you can expect revenue to drop by more than 15% or $40K. In working with other organizations like your (insert their name). We’ve been able to maintain steady revenue year round and, in some instances, increase revenue by 3% by making 3 simple changes with the way they did customer agreement. Would you be open to learning about how this can help you too?”

With a value position like this, you come off more professional. You don’t sound like the typical seller. It shows you know my business very well and thus it is valuable to me. Why? Because as the executive, I’m concerned about making more money and you just proposed a way I can do so. Again, that’s value and you have my attention.

Take Action:

Now that you’ve learned these things, it becomes your responsibility to implement them. Take a few minutes to write out your quick 30-second message and also to start crafting an effective value proposition. Again, the more you know about the customer, the better off you’ll be to giving a killer proposition. I hope that this help you. If you need some help crafting your value proposition, feel free to take advantage of a free 30-minute coaching session with me and I would be more than willing to spend some time with you. As always, I want you to be successful, most importantly, I want you to go out and DO BIG THINGS!!!

TSE Hustler's League



Sales Call, Research, The Sales Evangelist, Donald C Kelly, Sales Podcasts

TSE 194: How Much Research Should I Do Before A Call?

Sales Call, Research, The Sales Evangelist, Donald C Kelly, Sales PodcastsRecently, in a post in “The Sales Evangelizers”, I proposed a question on researching before a call. I wanted to see what other sellers were doing. The results were interesting. Check out the post here. Overall, the majority of people feel you should do some research. For the most part, people are researching more than 5 minutes through LinkedIn, the prospect’s website, social media and good old-fashioned Google.
My feeling on the matter is a resounding yes!!! I recently did an episode with my wife Cristina and she shared how someone called in unprepared and how unprofessional they sound. Many sellers think they can “tap dance” (speak off the cuff) pretty well, but in actually they are horrible. It makes you come off as an amateur and the prospect does not have any confidence in you.
Here are some of my best practices when it comes to research and thoughts on why you should do it.
1. Come up with 2-4 qualifies that you can use to see if someone will be an effective prospect.
  • Net revenue
  • Number of employees
  • Recent expansion, etc.

Essentially, a list of qualifies and attributes (pains/challenges) that may resemble that of your current ideal customers.

2. Take that and create a list of “100 Dream Prospects”. You can do in depth research for more information on them outside of prime prospecting time. When it’s time to call, you will have your info and know what to say.
3. Recognize that the prospects are doing research on you when they are prospecting. A significant portion of their decision is made before the call when they are looking. You can and should do the same as well.
4. Research before the call also differentiates you. You’re able to stand out from the competition easily because they’re not doing much before hand.
5. Don’t overdo it. Many times sellers will talk themselves out of a potential opportunity with the information they find. In actuality, they should be looking for ways to qualify themselves not disqualify themselves.
The principle I live by with research is, the more I know about the prospect, the better I can articulate a value proposition custom to them.
Book Mentioned: The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies
The Sales Evangelizers, Donald Kelly, Sales Facebook Group

TSE 168: Sales From The Street-“Just Ask!”

Ask for the sale, The Sales Evangelist, Donald Kelly, Sales Podcast On this episode of “Sales From the Street”, I have the opportunity of interviewing a friend of mine, Heather Ruthven, who shared her experience as an entrepreneur. Heather shared how she was not selling a product or service, but she was selling herself and how difficult that was for her. She was able to connect with a mentor who offered some ideas that she was able to implement and she saw great results! The main thing I took from our discussion was the fact that you just have to ask.

So many sellers let business opportunities go by in the form of new prospects, referrals or business partnership because we are afraid of asking for the business. But what is the worst that can happen when we ask? All you can get is a no! But if you do ask, the opportunities are endless. Come and listen to Heather as she shares her sales from the street example.

Feel free to connect with Heather:

Have you “asked” to join out private Facebook Group?

The Sales Evangelizers, Donald Kelly, Sales Facebook Group



SalesLoft Prospector, Sales Prospecting, Donald Kelly, The Sales Evangelist Podcast

TSE 146: Find New Prospects Using “SalesLoft Prospector”

During this episode, I share a game changing tool called “SalesLoft Prospector” that will help you in your prospecting efforts.”SalesLoft Prospector” is something I’ve been using, for free, to build lists of my ideal prospects. It’s able to connect to LinkedIn and pull data of people based on search criteria I ask for.

Recently, in “The Sales Evangelizers” (our private Facebook Group), someone asked if there was a way to find people and build lists as opposed to just Googling for names or purchasing a list for thousands of dollars. Well, as you know, I love sharing value so I shared the idea of the “SalesLoft Prospector” with them. I wanted to wait to do an episode on it until I tested the tool out. Since I’ve done so, I feel confident in recommending it. Below are screen shots and two videos from the SalesLoft folks. Check it out.

Sales Loft Prospector, The Sales Evangelist, Sales Prospecting Software

Sales Loft Prospector, The Sales Evangelist, Sales Prospecting Software

Quick video overview
(Video courtesy of
Learn how to get the most from the SalesLoft Free tool

(Webinar courtesy of


I hope you enjoyed this tool. Tell me what you think! Click on the link below to join the conversation in our private Facebook Group or send me an email at . Overall, remember, I want you to go out and do BIG THINGS!

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

The Sales Evangelist, Donald Kelly, Chris Bryner

TSE 145: What To Do When Selling To A CEO

The Sales Evangelist, Donald Kelly, Chris BrynerIn today’s episode, I’m bringing in Chris Byrne who is the co-founder of SensorPro, an enterprise messaging and feedback platform (more like MailChimp but for businesses). They have great customers on board such as global brands like Ben & Jerry’s, Kraft, and WD-40, as well as small businesses. Chris especially mentioned working with a company that sold 3,000 liters of olive oil after their first couple of campaigns. Wow!

Right from the executive’s mouth, Chris talks about the power of creative strategies to get to decision-makers and the importance of educating your customers and building relationships.

Here are the highlights of my conversation with Chris:

What makes a great sales approach:

  • Understand that it takes time.
  • Get to know people. Build up a relationship.
  • There is no silver bullet.

Strategies for sales professionals to get to CEO’s:

  • Educate them about your product.
  • Know their space and the needs of their customers.
  • If your product/service helps meet their goals, then they would listen.
  • Learn more about their product.
  • Know more about their business and speak their language.
  • Listen.
  • Provide something that’s going to be much simpler.

What you could do as a sales professional:

  • Invest in learning the craft of sales.
  • Get out there and SELL.
  • Get good at storytelling.
  • Stay relevant.

The importance of creativity:

  • Old-fashioned mails still work

How to reach out to new business owners:

  • LinkedIn
  • Keep trying and never give up.
  • Don’t assume that one particular channel is going to do it for you. Exhaust every means possible.

Tactics Chris is teaching his people:

  • Sales training is a must.
  • Following up is key.
  • Taking notes of the prospects and knowing when to follow up on them.

Current projects Chris is working on

SensorPro is offering a new set of tools of free mobile-responsive templates you can use right away!

Upcoming partnerships with software vendor Epicor and a content management company

Connect with Chris and his team on or Twitter @sensorpro

Mention TSE and get some free sending credits 🙂

Gift Chris Sent

Thank You Chris


Chris’ Major Takeaway:

Do you think everyone else thinks like you do?

The other guys put their pants on one leg at a time too. Realize that the other person you’re dealing with is a human being.

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

Call Reluctance; Cold Calling; Donald Kelly; The Sales Evangelist

TSE 143: Top 4 Reasons Why I Had Call Reluctance

Call Reluctance; Cold Calling; Donald Kelly; The Sales Evangelist

We all know what call reluctance is, right? It’s the inability to pick up the phone and make a phone call or just simply start working. Maybe this sounds familiar. You get into work at 8:00am and start dragging your feet. You know you should get on the phones and start making calls, but you start doing everything else to “prepare”, “settle in”, or “get comfortable”. The next thing you know it’s been two hours and you still haven’t made your first call. Sounds familiar huh?
Well, in this episode, I will share with you some of the personal main reasons for my call reluctance. Different individuals may have different reasons, but all around the principles are similar. For some reason we are not getting on the phone when we need to. Here are the main points I found:
1. Pure Laziness
2. Fear of Rejection 
3. Lack of Confidence in the Product or Company 
4. Did Not Know What to Do
Take Action
As salespeople, we may all face call reluctance at some point in our career. The key is to understand why you are having them and discover ways to overcome them. The faster you can do this, the more successful you will be in the end; I promise. If you have other factors holding you back from prospecting and making calls, let me know. I want learn what others are up against. Send me an email at As always, I want you to see a difference and find success. I want you to go out and do BIG THINGS!
The Sales Evangelizers, Donald Kelly, Sales Facebook Group


The Sales Evangelist Podcast; Three Feet From Gold, Donald Kelly

TSE 141: Sales From The Street “Three Feet From Gold”

The Sales Evangelist Podcast; Three Feet From Gold, Donald Kelly We’ve all been there when things got difficult and we felt like quitting; you’re not selling a thing, you start getting frustrated, embarrassed, angry and feel that you just need to quit. Believe me, I’ve been in that position many times and it’s not a pretty place to hang out. But there is light at the end of the tunnel and its not a freight train. There is hope! During this episode of “Sales From The Street”, I share a couple of stories when I felt this way and wanted to give up. These times are not easy, but they sure are worth it in the end because things always work out. Click on the play button above and listen to the experience I have to offer.

Book’s mentioned:


Gate Keeper, Cold Calling, The Sales Evangelist, Donald Kelly

TSE 138: How I Got Past The Gate Keeper…Literally

Gate Keeper, Cold Calling, The Sales Evangelist, Donald Kelly This episode is one of the short, sweet segments where I’m interviewing sales professionals just like you and me – sellers, entrepreneurs, and people – as they share with us a specific sales challenge, why they had such a challenge, how they overcame that challenge, and the results they saw from what they applied to fix the challenge.

In today’s show, I connected with Mike Romero whom I met at a LinkedIn group. Working at a staffing company based in Southern California, Mike has found a great strategy to get to his clients in an easier and more personal way than just a straight up cold call – getting past the gatekeeper.

Here are the highlights of my conversation with Mike:

One of Mike’s biggest challenges: Gaining the attention of prospects

How he overcame the challenge:

  1. Research
  2. The 3-step quick touch to your client
  3. Create a relationship with the gatekeepers (ex. receptionists)
  • Research to look for prospects
  • Google the company and search them on LinkedIn
  • Proprietary software you used before in your company to look through summaries and history of company.
  • 1. Phone – as the first point of contact
  • 2. Voicemail – make sure it’s impactful
  • 3. Email – as your follow up

Think out of the box. Bring them coffee or a cold drink. Stop by on their birthday with a balloon and a gift. Take them to a themed treat. Make it fun. Make their day.

Mike’s Major Takeaways:

Just try. You have nothing to lose. Get creative. You have nothing to lose by being bold and trying out something new. Do something that stands out and kicks. Don’t take any point of contact for granted.

Get in touch with Mike Romero on LinkedIn and on Twitter @MikeRomero101

Cold Calling, Donald Kelly, Donald C Kelly

TSE 135: Don’t Do This When You’re Cold Calling

Cold Calling, Donald Kelly, Donald C KellyHave you ever done cold calling and were faced with a situation that you least expected, or worse, that you haven’t prepared for? How did you handle those times?

Check out this scenario:

I went to this particular website and downloaded their white paper. I received a phone call from one of their reps and they asked about by sales team and he eventually was trying to sell me. I told him I was not the sales manager, but one of the sales reps of the organization. From that point on, he got nervous and practically didn’t know what to do. He asked me if he could email the details to me so I could send it over to my boss and see if they’re interested. And I said yes.

Do you think I really sent that email over to my boss? Heck no!

Do you think what the sales rep did was a good case of cold calling? Double heck no!

So, here are the top 3 things you need to remember and apply when doing cold calls:

  1. Be prepared before you make a call.

Do some research and look up the company. Look at LinkedIn and see if you can look at your prospect’s information and see his/her role within the organization.

  1. Be cool.

Just chill. Relax before you start getting all panicky. Use a script to help you get those words out and have them become your own language so they become a part of you. Internalize the script. Change it according to your particular situation.

  1. Have a plan for the unexpected.

Recognize that you’re going to have objections. Recognize that you may not speak to the manager all the time. What are you going to do when you confront these challenges? What questions are you going to ask? What alternatives are you going to take?


Connect with us on Facebook: The Sales Evangelizers”

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Podcast Paradise Cruise


Anthony Iannarino; The Sales Evangelist, Donald Kelly

TSE 130: Anthony Iannarino’s Top Reasons Why Your Sales Opportunities Are Falling Apart!

Anthony Iannarino; The Sales Evangelist, Donald KellyAnthony Iannarino

Are you absolutely sure that you’re not doing things to cripple your sales and goals in the end? Our guest today will shed light on the 10 Mistakes that Kill Sales Opportunities.

I’m bringing in Anthony Iannarino, the mastermind behind His daily blog is dedicated to provide salespeople with the much-needed practical tips and insights every salesperson should know in order to help advance a career in sales. Anthony is an entrepreneur, writer, speaker, coach, and sales leader.

Today, we will dive deep into a blog post Anthony has written back in 2014 about the 10 Mistakes that Kill Sales Opportunities. Due to time constraint, we can’t discuss each one of them but we will delve into the most important ones.

Here are the highlights of my conversation with Anthony:

10 Mistakes that Kill Sales Opportunities

1.  Selling Without Dissatisfaction

If you can’t find or create a compelling reason for your prospective client to change, you aren’t going to make a sale. No deal.
You have a great product? Great! But until you get the customer to agree that they’re unhappy in their current state, they’re not going to move forward with you because they’re not yet compelled to do that.

How you can push somebody to recognize that change:
They have to recognize it personally, but you can nudge them along the path so they can recognize it.

Give them a vision of:

  • What’s at stake
  • How to avoid that risk
  • Where they’re going. 

2.  Asking for Unearned Commitments

[Tweet “In every sales interaction, it’s the salesperson’s obligation to create value for that customer; otherwise you’re not allowed to ask for what you want.- Anthony Iannarino @iannarino“]
  • If you’re a transactional salesperson, you need to ask and continue to ask.
  • You can’t ask for the close because you haven’t earned the right to ask for the close.

How to earn the right to ask for a close?

Make sure:

  • You’ve gone all the way through your process
  • You know the customer is coming to a good decision
  • You’re going to execute on whatever is sold to you.

Why is this important? It’s a violation of trust

3.  Poor follow up

  • Anthony did a follow up with a client 76 times
  • If that’s where your heart is, if you’re really about creating value and you know you’re the one that can do that for them, you’re obligated to keep on trying to help them.
  • Having a great follow up and persistence as your differentiators, aside from VALUE

What sellers can do to create a compelling reason for their customers to buy:

Don’t try to make up something compelling. Find out what’s already compelling.

  • What’s the real strategic objective?
  • What’s the real outcome that they need?
  • How does what I do, in a way, help them get to that outcome?

Getting this information before sitting down with a decision-maker about it:

  • Put the relationship ABOVE the transaction.
  • Listen and understand your customer’s needs.

4.  Not building consensus

Why sellers have a tough time building the consensus:

  • They don’t know they need it.
  • Sometimes stakeholders don’t want to give up the power.
  • Some salespeople just have trouble giving that commitment.
  • Politics as an important part, acknowledging the threat, and dealing with it together.

Current projects Anthony is working on:
Book: 17 Elements: 9 Success Elements and 8 Sales Goals
Connect with Anthony via
Join the newsletter every Sunday
Scroll down in his site and sign up to get each post in your email everyday.

Anthony’s Major Takeaway:

Put the relationship above the transactions if you want to have lifetime relationships, if you want to be a trusted adviser, and if you want to stake out that position where you own all the opportunities.

If you put the transaction above the relationship, just being transactional makes you transactional. Your customer is going to treat you that way too because you set the standard. 

Episode Resources:

Anthony’s blog on the 10 Mistakes that Kill Sales Opportunities

Judy Garmaise – The Power of Follow Up

Barry Doctor, Product Camp, Marketing

TSE 120: Key Practices Salespeople Can Learn From Marketers To Increase Sales

Barry Doctor, Product Camp, Marketing

Sales and marketing are two different aspects, but they need to go hand-in-hand if you want to achieve explosive sales success. However, there seems to be a disconnect between the two and that’s where many new salespeople are having difficulty. They have failed to bridge the gap between marketing and sales. Sometimes, we get too caught up in focusing on just one customer when sometimes we need to take a step back and look at the bigger picture.

In this episode, we invited Barry Doctor over to discuss how you can bridge that gap between sales and marketing, how to think like a marketer to achieve sales success, and some strategies you can apply to pin down your market segment.

Here are the highlights of our conversation with Barry:

Barry’s coolest sales experience as a customer with Comcast 🙂

Marketing vs. Sales

  • Sales people are focused on individual customers; marketers look more at a bigger picture
  • Marketers focus on the buyer and the buyer’s journey

Applying the “n = many” mentality in your sales effort

  • Create the buyer’s persona
  • Find a market segment that sticks

How to find your market segment:

  • “Measure twice, cut once”
  • Do your research
  • Understand your market
  • Select a narrow target as your market segment
  • Build more market segments in the future, but focus on the niche first
  • Understand your buyer and what your buyer wants

How sellers can more prepare and think like marketers:

  • Look at the big picture
  • What market segment are you targeting?
  • What does the buyer persona look like?
  • Find the right buyers to be more efficient
  • Take objection not as a roadblock but an interesting point
  • Ask the buyer what they really need
  • See if there is a broader market demand; otherwise, sell at a premium, higher price

Losing a business to gain more business:

  • Follow the voice of the customer in the market
  • Stop shooting in the dark
  • Make use of analytics and research to have better understanding and positioning
  • Talk to the deals that you’ve lost and those you’ve won

Strategies to better understand your segment:

  • Get someone or a neutral third party to call (preferably a professional that can have an executive level conversation)
  • Look at how many deals you do a month. For example, call 30 out of 100 deals you’ve won and 30-50 out of deals you’ve lost
  • Gaining rich-source data: testimonial snippets, understanding the trends

Tactics of great sellers that reflect their understanding of marketing:

  • Getting the customer’s attention
  • Doing the opposite of what everyone else is doing

Current projects Barry is working on:

ProductCamp, an “unconference” because it’s self-organized by volunteers for volunteers, who are local practitioners working with products to help learn from and teach each other. It is an event for product managers and marketers.

Event details:

What: ProductCamp South Florida

Who can join: Product managers and marketers

When: March 14, 2015

Where: Boca Raton, South Florida

Connect with Barry through LinkedIn.

Barry’s Major Takeaway:

Take the time to understand the journey that the buyer is going on. Then you can lead them to your salesperson by putting marketing out there on the internet to be found, making information freely available to help them make the right decision to buy your product.


Mormon Missionary, Door to Door, Prospecting

TSE 117: One Simple Activity I Learned as a Mormon Missionary Which Has Revolutionize My Sales Prospecting

LDS Missionary, Sales Training, Donald Kelly This, my friends, is not an episode about preaching or religion but this is about helping you learn to OPEN YOUR MOUTH.

What many of you probably don’t know is that I went to Brigham Young University-Idaho and I am a member of The Church of Jesus Christ of Latter-Day Saints.When you’re 18 years old, as a member of the LDS church, you have an opportunity to do a two year proselytizing missionary trip anywhere in the world. Mormon missionaries can be easily distinguished by their white shirts and ties, riding on bicycles.  I was called to serve in the Detroit, Michigan area. I lived in the city of Detroit and the surrounding suburbs during the two year period.

Here are some of the great things I’ve learned from that mission trip which has helped catapult the way I do sales:

  1. Open your mouth to everyone.
  2. Be ready to sell every moment of the day and share your message (even when you’re not in your sales mode).
  3. Talk to everyone that you come in contact with.

There are so many people around you everyday and all you have to do is just talk you them. You’ll be amazed how many opportunities you’ll comes across. Not all are ideal customers, but one thing I know for sure – they may know an ideal customer for YOU.

So… Be prepared!

Have your business card.

Have a message or know how to clearly state your purpose/what you do and why others need what you have to offer.

Just open your mouth!


Telling Stories in sales, The Sales Evangelist, Box Home Loans

TSE 114: Tell More Stories, Close More Business!

Telling Stories in sales, The Sales Evangelist, Box Home LoansI personally love stories just as much as the other person. I mean who doesn’t? Ever since we were kids we were taught by stories, entertained by them and learned how to communicate using them. How fitting is it then to utilize stories in sales to covey value and our messages? I’m here to attest to you today that stories are powerful and very, very effective.
During this episode I discuss stories, why they are so important and how to use them. I also shared an example of how improper use of stories can damage a great business opportunity.
Here are some of the major takeaways:
Why are stories so powerful and when to use them:
Stories can help to shape the minds of prospects to better understand your value and message more. You can talk features and benefits all day long, but when you tell a story people are able to use their imagination and visualize what you are saying in relation to them.
The more you can convey that story and call upon the other individual to use all of their senses, the more likely you will be to truly engage your audience and make a lasting impression on them.
But a stories doesn’t have to start off with “Once upon a time”. However, in order to make your story effective, relatable and engaging.
You should have some of the following elements.
-Drama (Challenge or problem)
-Villain (Someone or something causing the problem)
-Hero (You or the champion)
To have deep impact and to persuade your audience, use data (numbers) of your clients and translate that into a story. Identify the problem, how it’s hurting their organization and offer them a resolution (your product or service). This is a classic formula to story telling. Share with them an example of what one of your clients have done.
When you share stories prospects will : 
1. Find application to themselves because you brought it to their level of understanding.
2. Recognize the proof of concept because someone else has done it. (Roger Bannister Effect)
3. See you as more creditable because it sounds like you know what you are talking about/doing.
However, even though story telling is powerful, don’t tell too many. You can turn a great opportunity into a dead opportunity.
Apply these principles and tell me how it has helped you. I would love to hear from you. Feel free to come over to The Sales Evangelizers Facebook Group and join the discussion there. 
The Sales Evangelizers
Remember as always, “DO BIG THINGS”


Sales Opportunities, CRM, Sales Prospecting

TSE 104: Secret Nuggets In Lost Opportunities

Sales Opportunities, CRM, Sales Prospecting No, sometimes you are going to get this from a customer. Even worse sometimes the deal you have been working on for months will be awarded to another company. To most sellers this is devastating news. No one wants to get rejected, much less lose a deal. But in these situations, there is a golden question that most sellers often forget to ask the customer. “Why did I not get the business”. 

During this episode I share why everyone that is selling needs to ask this question when they are not awarded the deal. I also cover how to properly ask the question, how to use the information received to better your business and how new sellers can take advantage of this information to prospect.

Here are some of the major takeaways:

Asking the question

It’s important to ask this question properly with a good attitude. Even though you just lost a potentially great deal, you have to realize that its over and you need to move on. Keep a respectful attitude. I’m not saying you have to throw a congratulatory party, but it’s important to stay professional. Many times new sellers will want to get off the phone as soon as possible or if it’s an in person meeting, they want to leave the business ASAP to avoid an awkward situation. But while you are with the customer, it is important to ask them why you did not get the business.

Understanding that it may be awkward for the customer as well, the best way I have found to naturalize the situation is to remind the buyer of  the rules we set before we started about making sure we are a fit (learn more here “set the rules before we play the game”). Sometimes we are not a fit and that is okay. After I set the stage with that, and let them know that I am okay, I ask “now that it’s over, is it okay if I ask what were the deciding factors why “X company” was selected over us”? Typically at this point since it is over and they don’t need to have a guard up, the buyer will tell you everything you need to know. This information will now become gold for your business.

Using the information

Now that you received a wealth of information, it becomes crucial for you to log it in your CRM (Customer Relationship Management Software). For instance, in the Salesforce software in the opportunity profile, there is a section for sellers to indicate why an opportunity was lost. It becomes vital for you and your business to document well all the reasons. Why? If you are a business owner or someone who makes decision about the business, this will help you understand if there are things your business need to change.

For instant, if the reason why you were not selected was because your product is lacking a key feature, it becomes important for you to know this so you can fix it. More than likely if this buyer saw that reason as an important enough of a reason to select another vendor others may feel the same way. Now, I am not saying to run off and change everything based on the one lost opportunity, but if there’s a trend among the reasons why you are losing deals, it may be important to consider a change.


The final area where lost opportunities may become a gold mine is prospecting. If you are new to sales, new to an industry or company, look into the lost opportunities section of their CRM and learn the reason why your company are losing business to your competitors. Is it something that the sales person did or did not do? Is there a feature or solution that you should stay clear of? Or is there something that can potentially become an issue early in your business development process with a buyer? These notes in the lost opportunity sections can also provide you with a better understanding of who of your ideal customers is and what they want.


Overall, there are many reasons why people my elect not to buy from you and it is critical for you to know those reasons. Don’t look at it as a rejection and that all hope is lost, but learn to ask why you were not selected. Take it as a learning opportunity to enhance your business, product or services. Use it as a means to better prospecting and develop your sales skills. This information is GOLD!

I know this simple principle will help you grow. All and all, I want you to be successful and  I want you to go out and DO BIG THINGS!


Online MLM Leader, Ray Higdon, Homebase Business

TSE 101: Conquer Your Fear, Stop Procrastinating, Make More Sales!

Online MLM Leader, Ray Higdon, Homebase BusinessHave you already created a vision in your life and business? In this episode, our special guest Ray Higdon talks about the power of creating that vision to advance you to your success.

Years ago, Ray Higdon decided to go the entrepreneur way. He got sick of working for someone else and spending more time with pictures of his kids than the real thing. So he transitioned from working to creating his own business, experiencing market crash and being left with none, and finally standing up, overcoming his fear and being able to recover and create a flourishing, multimillion dollar online home-based business – all because he was able to overcome his fear, stop procrastinating and started to create a vision of who he wanted to become.

In this episode, you will learn not only about the value of having a vision but also about how to overcome fear and procrastination as well as tapping into critical elements to success.

Here are the highlights of my conversation with Ray:

Ray’s entrepreneurial path:

  • Leaving his high salary job and getting into a real estate business
  • Market crashed and he wasn’t equipped to adapt and ended up losing every dime
  • Getting into home based business and turning it into a multimillion dollar generator

Overcoming fear and procrastination: The linchpin to a new life

His morning routine:

  • Reading his affirmations
  • Doing the hot-cold routine: Getting into a hot tub and plunging into cold water.
  • Using incantations everyday: Earn the towel!

Creating incantations as a psychological trigger:  Swing the bat!

Tips for overcoming fear:

  • Having a daily routine.
  • Being consistent.

How do you become consistent?

  • Creating a vision of who you want to become.
  • Holding on to the vision of that entity.
  • How this is different from your WHY

Creating a vision of who you want to become:

  • What does that look like?
  • What do people say about you?
  • How are you seen in your profession, employment, and among your sales people?
  • How do people view you?
  • How do you view yourself?
  • Who do you want to become?

How to develop your own vision:

  • Ray Higdon’s Vision
  • Simon Sinek’s great TED Talk, Start With Why: Ray thinks he falsely calls it WHY
  • Steve Jobs as a visionary
  • If you had a magic wand, who would you be?

2 critical elements to success that people should tap into:

  • Growth
  • Contribution

An example of Ray’s who has implemented what he’s talking about:

  • Quitting a job and getting to a point he’s making over $10,000 per day
  • Traveled and sent Ray a picture: a note from his wife about how much she loves him

Moral of the story: From wherever you are, with whatever circumstances you have, with whatever battles you’re fighting, you can create a perfect life. You can have it all! You got to believe that you can have it all. You got to do the work to go get it all. And create a vision of who you want to become and you can make it happen.

Current projects Ray is working on:

Connect with Ray on and get fresh, new content every week. Or listen to his Home Business Profits podcast.

Check out Ray’s Workshop on Overcoming Fear and Procrastination. 

Ray’s Major Takeaways:

“Hell exists in your mind. What you need to understand is you don’t feel pain on the field. You feel pain in your mind… before you pick up that phone, you feel the rejection and it sucks…. people on the field don’t have time to feel that pain. So you can struck that pain in your head.”

“The ability to say woe is me shows the abundance of inactivity… if you’re able to feel the pain, then you’re simply not active enough.”

“Get into action and you’ll replace all that non-producing time in your head with things that will get you results.”



Kimanzi Constable, The Sales Evangelist, Sales Prospecting

TSE 094: Three Unconventional Ways To Find More Clients!

Kimanzi Constable, The Sales Evangelist, Sales Prospecting Kimanzi Constable is an author, speaker, business coach, Amazon bestseller, co-host of Starve the Doubts podcast and just an awesome guy!

Today Kimanzi shares with us how you, as an individual seller or an entrepreneur , can find unique ways to get more clients and more business than just picking up the phone and doing cold calls.

You will find tons of golden nuggets from this episode as you get to learn more about finding ways to gain new opportunities either by speaking, consulting, or creating your own event. You will discover different ways for you to go out there and position yourself as an expert and thought leader and eventually see great results!

Here are the highlights of my conversation with Kimanzi:

Kimanzi’s coolest sales experience as a customer

The little things you do for your customers can make a rich experience.

The 3 aspects of paid speaking:

  • Speaking
  • Consulting
  • Throwing your own conference

The power of growing your business through speaking and consulting:

  • Companies paid outside consultants $39.3 billion in 2013.
  • Speaking gives you the opportunity to travel to cool places for free and get paid for it!
  • Getting treated like royalty when you’re speaking in other countries.
  • Selling your book (if you’re an author) at conferences or when negotiating something with consulting.

Gaining opportunities through speaking:

Big events (e.g. New Media Expo, Social Media Marketing World, Podcast Movement) – they don’t normally pay average speakers.

So where is the money at with speaking?

  • Industry associations (healthcare, lawyers, auto, etc.).
  • Different industries have association meetings and they’re willing to pay money.
  • A certain industry normally brings in a variety of topics (ex. social media, leadership, etc.).

Ways to find where you can speak: – website containing an extensive database of conferences all over the world.

Whether or not organizers would say they’d pay:

  • It’s all about you and your topic.
  • Don’t be discouraged if they don’t indicate that they pay their speakers.
  • Make your topic really appealing.
  • Negotiate with the organizers and tell them what’s it going to cost.
  • If they want you and the topic, they’ll pay. If they don’t, move on.

Places Kimanzi has visited as a speaker: Australia, Kenya, London, Paris, Philippines, Japan, etc.

Tips for making your proposal format:

  • Write your bio – who you are.
  • Leverage anything you can.
  • List where you’ve spoken before – links to your presentations, speaking at a website or even at a library).
  • Speaking topics – You have to be specific to that event and make it good!
  • Include your fee – hourly rate or flat rate.
  • Figuring out how much you’re going to charge.
  • How to close your proposal.

How to do consulting:

  • Start local. Identify the companies.
  • Do research.
  • Identify what problem you can solve.
  • Go to the owner and invite them for coffee or lunch to pitch what you want to consult on.

Kimanzi helping a local McDonald’s franchise and growing social media presence by 89%.

Pitching strategies:

  • Show why this is a problem, how he’s losing money, and how you can fix it.
  • Back up everything with data.
  • Show the company why you are the person to do this.
  • Figure out what you’re going to charge.

Other unique approaches to access more opportunities:

  • Know who your market is.
  • Leverage is huge in this game.
  • Give yourself a goal.
  • Send out proposals.

Here’s a challenge for the listeners:

  • Identify three events that you want to speak at.
  • Identify three companies you want to pitch consulting to.
  • Tweet Donald or Kimanzi @kimanzic or email him at
  • Send them this list of six places.

Current projects Kimanzi is working on:

Stop Chasing Influencers – 3-week class with Kimanzi and Jared Easley

Class on self-publishing with Jimmy Burgess

Hosting your own conference:

  • Reframing what you think of what a conference is
  • Cost-effective
  • Decide what you’re going to teach on.
  • Major kicker: How to host your conference for free!

Connect with Kimanzi at or go to

Kimanzi’s books:

Tales of the Everyday Working Man and Woman

Are You Living or Existing?: 9 Steps to Change Your Life

Stop Chasing Influencers

Kimanzi’s Major Takeaways:


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!

Curtis McHale, E-commerce, The Sales Evangelist

TSE 092: Service and Focus, Keys To Your Unbelievable Sales Success!

Curtis McHale, E-commerce, The Sales Evangelist  Curtis McHale is a successful entrepreneur, coach, writer, and speaker. He is living his passion for designing and building WordPress sites and plugins through his company SFNdesign, which specializes in eCommerce and Membership sites, as they seek to help their customers solve their online business problems.

In this episode, Curtis shares with us the concept of service and how service equals sales. Additionally, he talks about the power of choosing your ideal clients and refining who your ideal clients are through asking them powerful, yet impactful questions to cut through the process of finding customers that best fit your business. He also touches on the importance of turning down customers in exchange of getting higher overall returns.

Here are the highlights of my conversation with Curtis:

Curtis’ coolest sales experience when he was the customer.

The only way you can run a good business is if you’re serving your clients.

Many people don’t like being sold to.

The importance of having an idea who your ideal customer is for your business.

Reading Michael Port’s Book Yourself Solid four times and eventually doing the work.

Refining who your ideal client is.

  • Sending the first email to qualify them to move into a phone call.
  • Asking the same questions during the call.
  • Asking them if they enjoyed the call.

Getting lower financial value for his business but getting higher value overall in life.

On turning down people,

  • He doesn’t say “no” a lot. Personally; he makes them say “no”
  • Requires them to answer seven questions; if they don’t answer – bad fit!
  • Evaluating those you’re looking at as your ideal customers
  • Having the ability to say no to customers who are not an ideal fit for your business

Expense vs. investment

[Tweet “Get people to shift their mindset from think of your product or service from “being an expense” to “being an investment @curtismchale””]

Curtis’ questions on his initial email in finding his ideal customers:

  • Why is this current thing you want to do more important than you could be doing?
  • Have your clients been asking for this or internal staff?
  • What would happen if we didn’t do it?
  • What opportunities would you lose?
  • What happens in your business when we finish?
  • How will you move your business to the next level?
  • How are you going to measure success?
  • Timeframe – How long?
  • What’s your budget?

Current projects Curtis is working on:

  • Focusing on how to 10x his business for 2015
  • Putting his focus more on coaching, products (ex. his book: Don’t Be an Idiot:  Learn to Run a Viable Business)
  • His plan to release 4-5 books by 2015

Connect with Curtis over at (for coaching). He keeps one call per week for free.

For more information on eCommerce development or membership sites specifically on WordPress, you can find him at

Curtis’ yearly course: Hope is not a strategy: Get a plan for your next business year

Curtis’s my book:
Curtis eCommerce and membership development site:

Curtis Sample Email:

Hey (client name) thanks for getting in touch about (project). It sounds interesting but I need some more information to help me decide:
1. If I’m a good fit or
2. If someone I know is a better fit
What I need to know is:
1. Why do you need (feature or project) now and why is it more important than something else you could be building?
2. Have clients or internal staff been asking for (feature or project)?
3. What would happen if we didn’t do (feature or project)? What opportunities would be lost?
4. What will happen to your business when we finish (feature or project)? How will it move your business to the ‘next level’
5. How are we going to measure success of (feature or project)? (time saved, more conversions to email, more sales…)
6. What is your timeframe for completion?
7. What is the budget you have allotted for the project?
Budget is usually the hardest question here but it’s something that I need to at least have an idea on. Do you have $1000 and I need to find existing solutions that can be ‘glued’ together to meet your goals (and you’ll probably have to give up on some specifics of how it works) or do you have $30k (or more) to spend and we can build you whatever you specifically need?
So even a range of where things start to feel ‘expensive’ helps me know what to think about as I sort out what works for your project.
The questions above are going to help me know a few things:
– if I’m the best fit for your project
– if someone else is a better fit
– if I’ve got the time for the project
– if my costs fit with your budget
– if I know of someone else that fits your budget better
Thanks for the answers, and have an awesome day
(your email signature)

Curtis’ Major Takeaway:

Book Curtis Recommended: 

Sales Competition, Cast Study, Thankful, The Sales Evangelist

TSE 089: The Most Unexpected Thing I am Thankful For!

Sales Competition, Cast Study, Thankful, The Sales Evangelist Happy Thanksgiving everyone!

During this episode I reveal one of the most unexpected things I am thankful for. Can you guess what it is? Well, obviously I am grateful for the usual things such as health, family, freedom and most importantly my wife. But the most unexpected thing I am grateful for in relations to business is my competition. Here is why:

  1. The competition has performed in depth case studies that you can be used to educate your prospects.
  2. They validate ideas that you may have about unique challenges facing your ideal customers. They do the research in the form of case studies which you can use to position your product or service in a new and unique way.
  3. Competition can help you get into a new market quickly.
  4. You can take the companies they highlight in their case studies and search them on LinkedIn and find similar companies. It will become very likely the company your competition does the case study on is facing the same challenges your prospects are facing. They reveal great information you can share with them.
  5. Connect with key individuals within the company the case study was done on so that when the honeymoon phase is over, you may be able to come in and position yourself. Executives may change, customer service may go down or any number of things. You need to be there as the BEST alternative. The case study also already revealed that they are willing to pay high dollars to fix challenges. This will be helpful when you get the opportunity to position yourself.

So as you finish up this Thanksgiving holiday and work on plans to start of the new year strong, implement this strategy to help you get an edge. Thank goodness for competition and also turkeys!


Prospecting, The sales evangelist, Top of mind

TSE 075: How To Stay Top Of Mind With Prospects Without Being Annoying!

Prospecting, The sales evangelist, Top of mindOkay, so tell me if this has ever happened to you before. You are working with a prospect and for some reason they have to put the project on hold for six months. Whether there is some litigation reasoning, lack of sufficient budget or whatever (insert your own reason here). Whatever the reason is they say to contact them later on. However, when you do call they can’t remember who you are or what the project was or just put it on the back burner.

Well, say bye bye to those days. In this episode I share specific things you can do to always stay  top of mind with all of your prospects; even with those projects on hold for an extended period of time without being annoying.

Here are some of the major takeaways from the show:

  1. Get Google Alerts and set it up for each prospect, their company and their industry.
  2. Follow their company on LinkedIn and Twitter to keep on top of pertinent information.
  3. Based on intel you gain from LinkedIn for special occasions such as work anniversary, birthdays etc., send them a personalized hand written card in the mail. This single activity alone will make sure that you are not forgotten.
  4. Follow other employees in the company via social media as well.
  5. Take advantage of their social media pages, company calendars, press releases etc. Go to their website to take advantage of the information that most don’t pay attention to.
  6. Make a calendar reminder to yourself to send them relevant information to them monthly. Do this in a way that it is not spammy, but as a true friend.
  7. Use social media avenues and emails to communicate interesting things you find about the prospect or the organization.

With any of these top of mind activities, make sure you do not pitch your product or service. As mentioned above, these activities are purely to allow your prospect to see you as a human being and to build a relationship. You want them to see you as a trusted resource or a friend. When these practices are successfully implemented, it doesn’t matter how long it has been sine you have spoken with a prospect, they will remember you because you stay on top of their minds in unique ways.

Do BIG Things:

Set up a couple Google Alerts for your company, your name and one of your top prospects.

Start here: Set up Google Alerts for FREE!

TSE 065: Learn Why Human Relationships Are At A Premium Today!

TSE 65 Jeb BlountDuring this episode I had the great opportunity of interviewing Jeb Blount, Mr. Sales Gravy himself. Jeb founded in 2006 as a portal for all things sales. Over the next five years he and his dedicated team of sales professionals grew Sales Gravy into the most visited sales employment website on the planet. Thousands of employers connect with hundreds of thousands of top sales professionals.  

Today Jeb is a highly sought after speaker and corporate consultant. He is known for  his ability to inspire his audiences to action and keep them on the edge of their seats.

Jeb is also an author; having written five books including his bestseller People Buy You: The Real Secret to What Matters Most in Business and his newest release People Follow You: The Real Secret to What Matters Most in Leadership.   

Jeb has a passion for growing people and the unique ability to see potential in everyone. Over the span of his career he has coached, trained, and developed hundreds of Sales Professionals, managers and leaders.

Here are some of the major takeaways from our discussion: 

  • The way we sell has not changed, but the tools that we have to interact with each other has evolved. The sales process may be different, but we are still applying the basic things of finding pain and providing a solution for the buyer.
  • Listen to your clients and don’t try to “pitch them”. If you listen to your clients, they will teach you how to sell to them.
  • Pitching your product will make you look like everyone else.
  • People will buy on emotions and then justify later with logics.
  • “The most insatiable human need, is the need to feel important”.
  • Have a list of Go-To-Questions that you can fall back on. Practice them over and over again so that they become internalized and become apart of you.
  • Focus on what is most important to the buyer. Remember, “People Buy You”!

Jeb’s Books:

“People Buy You”

Stay In Contact



Twitter: @Salesgravy


Jeb’s Podcast: SalesGravy




TSE 057: Showing Up and Throwing Up Does NOT Work!

TSE-Slide-With-MegaphoneOne of the major challenges that I faced as a new seller was my over excitement for the products and services that I sold. As you can tell, I get pretty excited about things that I find valuable. The problem was whenever I met with someone, I was “that guy” who spoke way too much! As I matured and learned through the school of hard knocks/received training from other experienced sellers; I came to realize that too much excitement was not always a good thing in sales.

As one of my sales trainers said “I was showing up and throwing up”. Obviously I have since adjusted my errors and have seen dramatic improvements over time. So if you are not supposed to show up and throw up, what is a seller to do?

In this episode I share some of the best practices I have implemented to prevent “showing up and throwing up”. Here some of the major takeaways:

  • Take the edge off of the clients by “setting the rule before you play”. Give them an opportunity to have an out before you get started.
  • It is not about you! It is about the prospect and their needs. Do all you can to let them know that you are genuinely trying to learn about their needs to see if they are a fit or not.
  • Play Colombo and don’t try to sound like a know it all. Ask probing questions that will give you an understanding about their business challenges. Use questions such as “Tell me more about that….”, “If I understand correct?” etc.
  • Verify that you understand what they are expressing by summarizing it in an intelligent manner.
  • Take effective notes that you can refer to.
  • Practice your question asking with co-workers, so that you can be well prepared during a live situation.
  • Become a consultative expert so that you know what questions to ask/gather to make an educated decision if they are a fit or not.
  • After truly understanding their challenges, share how you can help them if at all possible.
  • Ask, what will you like to do next? If done right, the prospect will sell themselves or tell you how to sell them.

Come and listen to the episode to learn more. I know you will enjoy it.


TSE 056: Learn Why Technology Alone “WILL NEVER” Seal The Deal!

One of the major challenge that many sellers are coming upon today is their over dependency on technology to gain more business, without any human interaction. Joanne Black is a sales trainer, consultant, speaker and an author who believes that technology is a powerful tool and should be used appropriately. But the key part of any sales transaction is the human interaction. This is why she wrote the book “Pick Up The Damn Phone”!

During this episode we discuss the reasons why so many people are electing NOT to pick up the phone and their outcome. This episode is not about cold calling either, because Joanne  surely is against that! She dislikes cold calling so much that she even states it in the name of her business “No More Cold Calling”  (Check it out). However, Joanne believes that picking up the phone allows us to connect as humans, gain more referrals and in turn win more deals.

Here are some of the major takeaways from our discussion:

  • If you want to stand out, you can’t rely alone on technology. Use technology to learn about your prospect and to do research, but we must connect with people by PICKING UP THE PHONE!
  • Use LinkedIn to begin the relationship with a prospect, use personal relationship to close the deal.
  • The sales person is the ultimate sales technology. Even though prospects will do research, you as the seller know more and can be that trusted source.
  • Companies need to coach their sales people how to have a conversation than to just give them a phone and expect them to make cold calls.
  • There are more effective ways to connect with prospects than to just do a cold call.
  • How do you get connected with the decision maker? You must ask!!!! Meet with people who are trusted advisors of those you are trying to get connected with.
  • Tips from Joanne: “Stop Cold Calling”
  • “Business is serious but people aren’t and we need to connect on a personal level” -Joanne Black

Are you getting proper referrals? Check out Joanne’s website and connect with her!

Phone Number: 415.461.8763 (Call After 8:30am Pacific Standard Time)  

Joanne’s Books:


Listen to the FULL episode below!



TSE 053: At Least 1 of 4 Things You Should Get From EACH Prospecting Call!

Donald on Bench During this episode I am going to go a little personal and share something that I learned early on in my sales career as a novice seller. You see, when making prospecting calls I use to think that there were only two possible outcomes. Either the prospect was going to reject me with a no, or they were going to show some interested and say yes. However, as I became a mature seller, I realized that there were more than these two options. There are actually one of four outcomes that I look forward to now. Here they are:

1. A Clear No!

A clear no is powerful! Why is it so powerful? It prevents you from living in a false, “hopeless” state, wondering if this deal is going to come true or not. Wishy-washy answers like “maybe” or “send me information” are not clear but leaves to more headaches later on. A clear no allows you to get rid of the junk and focus on the deals that will matter.

2. A Clear Yes!
A clear yes is obviously important because it is someone who is interested. But besides the yes, you need to know specifically what the next step is. Usually I ask the client what would you like to do next and then they basically tell me how to close the deal.

3. A Referral

A referral can come from many possible sources; why not from a prospect? As you listen to the episode you will hear a story how I gained 4 referrals from someone who “was not interested”. All you have to do is just simply ask, no major trick to it.

4. A Lesson

Every prospecting call can teach you a lesson. It maybe the way you said something or the way you did not say something that you should have. Maybe it is something that the prospects said that you can take and apply to your approach next time or your marketing. There are plenty of lessons if we can learn from.

So there you have it. There are more than two outcomes from a prospecting call. Listen to the episode below to hear the stories I shared and more detail. As always, go out and DO BIG THINGS!



TSE 052: The Negotiator’s Playbook with Matt Hallisy

Matt HallisyWant to be a better negotiator? You will enjoy this episode.

During this episode I interviewed Matt Hallisy. Matt is the founder of “The Playbook Negotiator”, which is an organization that trains educated sellers, entrepreneurs and business leaders. With over 20 years of selling, going through all the traditional training method, Matt says he had very little results. It wasn’t until he was introduced to a very interesting group of negotiators and implemented what he learned from them, that he started to see greater sales results. Come and listen and learn more about Matt’s methods.

Here are some of the major takeaways from our discussion:

  • Seek to take control of the selling situation from the very get go.
  • Help the prospect take down their initial guard by not trying to sell right away.
  • Making tons of calls alone will not always give you great results, you have to know what to say and do.

You can stay connected with Matt Here:




TSE 039: Learn To Prospect Like An Expert With Steve Kloyda!  

Steve The Prospecting ExpertOne of the major challenges I faced as a sales representative was always finding qualified individuals to add to my pool. This is a challenge that is faced by many sales professionals and entrepreneurs who are looking to grow their business. Well, this is why I decided to invite Steve Kloyda to join us on the podcast for an episode, solely focused on sales prospecting.

Steve is a prospecting expert and has over 30 years of real life sales experience. He teaches individuals from all areas of the sales spectrum, to better hone in on their ability to find potential clients. Here are some of the major take aways from our conversation:

  • Make sure to plan out your sales calls by having an understanding of your purpose
  • Go only where qualified clients are and don’t waste time with people who are not ideal
  • Speak with people who can say yes
  • Utilize technology to find people, but don’t be afraid of picking up the phone and communicating with prospects
  • Learn to ask thought provoking questions that are  relevant to the     prospect’s needs
  • Seek permission to speak with the prospect, don’t interrupt them and expect them to be ready to buy your product or service

Stay Connected with Steve:




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