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SaaS Selling

TSE 1258: Selling SaaS To Doctors vs. Selling Traditional SaaS 

SaaS SellingSaaS stands for Software as a Service. In this episode, Justin Welsh will teach us how to sell SaaS to doctors and how the language in these transactions can be applied in other areas of selling. 

Although Justin Welsh is an accomplished seller, he is also a buyer who makes note of his purchasing experiences.  He recalls one such experience, about eighteen months ago, when he went to the Atlantic Center Terminal to buy a new TV. Along with his wife, they just moved to a new apartment and Justin wanted a large 60” TV so he could enjoy college football. He went to the store and told the salesman exactly what he needed.  The salesman, however, had other plans. Justin no sooner had asked about the 60” TV before he was hearing about 65”, 67”, and 72” inches TV. He was even taken over to the curved and 3D TVs. Justin admits he was a little intimidated by such an aggressive sales tactic. He’d just wanted to get the TV he was ready to purchase so he and his friends could enjoy the game.  He didn’t buy a TV that day.

The good salesman

Justin, still needing a TV, eventually went back to the store and had a very different experience. A different salesman approached and asked Justin what he needed. Again, Justin said that he was interested in a 60’’ TV. Instead of being shown the selection right away,  he was asked a series of questions relevant to what he wanted. 

  • How big is your room?
  • What angle do you watch the game from?
  • Where are the windows in your room?
  • How much light do you have in the room?

At the end of that conversation, the salesman told him that he didn’t actually need a 60-inch TV, and that a 55-inch TV would work better for the space he had available. The salesman had considered Justin’s needs based on the information given to him and showed Justin he had his best interest at heart.  As a result, Justin was able to buy a 55-inch TV that was $300 below his budget. You can bet Justin will be looking for that salesman the next time he’s shopping again.

So who is Justin Welsh?

Justin Welsh is the Vice-President of Sales at a tech company called Patient Pop where he manages a strategy team of 30  people. In the last couple of years, they have grown about 400% and has become one of the fastest growing software as a service (SaaS) healthcare platforms. They have defined a new category of software called Software Category Practice Growth Platform. It essentially integrates with healthcare professionals to their electronic medical records and practice management systems. Patient Pop’s role is to manage the patient experience from the first impression online until the patient is in the exam room. 

The software picks up again after treatment. They manage and nurture the patient relationship to ensure that the patient continues to be a customer in the practice. Patient Pop is a tremendous opportunity to redefine and reshape the way that patients experience healthcare today. 

The basics of SaaS

Conducting a pharma sale is different from the usual product selling. In pharma sales, a sales rep goes into a doctor’s office where the doctor is the expert. They are the ones who know how to treat the patients. Pharma sales reps are looking at a healthcare discussion. They meet a doctor, discuss the drug they represent, discuss a treatment plan, the patient profile, and more. Their job is to be an influencer. You’re doing a good job when the doctors think about your product when they see a patient with the profile need that was outlined in the sales meeting. You want them to remember the drug and write the prescription for that drug.

Selling software is different. In selling the software, it’s the sales rep who is the expert.  They don’t help doctors treat their patients better from a medical perspective. The software addresses  the business side of the office. In order to talk to a doctor about his business, you need to be an expert, not just in selling, but about the product itself. 

Having the right approach

As a sales rep with expertise, when Justin approaches his doctors, he doesn’t just reveal the pain points. He makes sure clients are being approached with respect and discusses how his company can add value.  He knows that it’s mission critical to do research on potential clients,and study a healthcare provider’s online presence, so he can show up with solutions from that first conversation. 

For example, Justin’s team wants to talk to Dr. Smith so they do a thorough analysis on his private practice online to see the gaps in his strategies. A sales rep from his team then makes an initial call and says, “Hi, Dr. Smith. I know you’re busy but really quickly, I was doing some research on  your practice in terms of your online presence and I came across three specific things that I thought might be interesting to you…

This is why I’m calling your practice specifically. What I found is ___, ____, ____. Were you aware of these things? I’m not sure if those three things are impactful to what you’re looking to do or if you’re looking to grow the practice, but I’ve talked to other orthopedic surgeons like you who are looking to grow their business and those three things are generally things they’d like to fix. Does that sound like you? 

Great! What’s the easiest way for me to get 10 minutes on your schedule so we can take a deeper dive, and see what else there is to fix? I can show you how we might be able to help.”

Different atmospheres

Pharma reps get about a month or two of training. They are equipped with some great studies. This is another difference between pharma sales and SaaS and there are more. 

When pharma reps walk into the practice, they’ve got great access and are able to talk with the provider. Their job is to move the percentage of prescriptions over time and that’s how they make money, by influencing the numbers. 

With SaaS, sales reps have continuous training. They utilize their LinkedIn, their new sources, and they keep up-to-date with the current trends. Their access to doctors is poor and they only have one or two chances to talk with physicians. If they blow that chance, they don’t get to walk back in the same clinic the following week. They need to move fast and they need to really show the physician’s future, in that first meeting, if they don’t choose to change to their software system. SaaS sales reps can’t afford to act slowly and over time. They have to show up sharp and with expertise.  

The Sales Cycle 

While pharma rep sales contacts are ongoing, Justin’s team has to sell within a week or two. When you’re a pharma rep, there are multiple chances to influence a physician. If the job is being done well, habits are changed over time. A software sales rep needs to influence change immediately and make the most out of the very first meeting. 

When you talk to a doctor about their practice, the conversation is going to be focused on revenue.  Are they losing or not making as much? How does the software you offer make the process more efficient so more patients can be seen?  Once a sales rep understands the office’s capacity for seeing patients, they can quantify how much revenue is being lost and how much can be gained with the proposed services. 

Knowing when to call

It’s good to catch the physicians at the right time. The best hours to talk to physician directly are from 8AM – 9AM or 5 PM – 6 PM.  These are the times there are no patients and the receptionist has probably not clocked in. This is when the doctors are catching up with paperwork or dictations. When the phone rings, they are picking up the phone. 

Often times, doctors ask for your elevator pitch right away. You may give it right away or offer some credibility by sharing the common relationships of people or doctors you both know, especially if it’s a referral. 

Learn to say no

A good software sales rep knows how to tell a client no when it doesn’t benefit the client’s needs, and is ready to walk away if they aren’t ready to purchase with the conditions you’re offering.  If you do the right research, however, become an expert in your product, and know how to add value to their practice, you should be walking away with a closing.

“Selling SaaS To Doctors vs. Selling Traditional SaaS Solutions” episode resources

Stay up to date with Justin and his company. Find Justin Welsh on LinkedIn and Twitter. 

You can also check out his website, Patient Pop.  

If you want more stories, you can just reach out to Donald. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

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Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.



Meridith Elliott Powell, Planning, 4th Quarter, Donald Kelly

TSE 986: Driving Sales in the 4th Quarter

Driving Sales in the 4th QuarterToday we talk to Meridith Powell about driving sales in the 4th quarter and how organizations can drive success from the selling side as well as the leadership side.

Meridith was voted one of the top 15 business growth experts to watch, largely because she is passionate about helping clients learn strategies to succeed in any economy.

4th quarter complications

Meridith calls the 4th quarter of the year her favorite because typically organizations have relaxed a bit and let their guards down. That presents an opportunity for other organizations to put on what she calls a full-court press while everyone else has relaxed.

Everyone takes their foot off the gas at the end of the year. They’ve been working hard all year, and they have achieved decent numbers, so they aren’t worried about driving sales in the 4th quarter.

They are tired, and when Thanksgiving rolls around, it’s followed soon after by Christmas. The cold weather makes it an easy time to be a bit lazier. She calls it the perfect storm of sales laziness.

You must keep selling during the 4th quarter to keep that quarter strong. Additionally, though, sales has a lag time. The sales you make in the 4th quarter will determine how well your 1st quarter goes. If you don’t invest energy into 4th quarter sales, you’ll establish a self-fulfilling prophecy for the 1st quarter and you’ll be behind all year long.

Begin in October

It’s never too late to salvage the 4th quarter.

Proceed carefully, though. There’s a lot happening in the 4th quarter and your clients and prospects have to-do lists of their own.

Establish a plan, and identify a sales leader who will focus on driving sales in the 4th quarter. Even if you don’t have one, determine who you need to connect with during the 4th quarter. List your top clients, your best prospects, and those who could be doing more business with you.

Once you have that list, design the touches. Focus on thanking them for an amazing year and let them know you’ll get in touch with them at the first of the year to establish a plan for the next year.

Plan for sales in January

If you want your January to be productive, you must lay the groundwork in December by booking appointments.

By connecting with people at the end of the year and again in January, you keep yourself visible with your most important customers. As a bonus, you’re likely to find organizations that need to dump money before the end of the year to avoid paying taxes.

For those customers who haven’t yet committed, you’ve taken one more step to move forward at a time when everyone else is resting.

4th quarter trouble

If you haven’t hit your numbers by the start of the 4th quarter, you’re likely in trouble. Desperation sets in and you make decisions you wouldn’t otherwise make.

Meridith said that when she consults teams, she often finds that 4th quarter is their greatest struggle. She insists that buyers can smell desperation and they aren’t interested in working with desperate sellers.

When your 4th quarter strategy focuses on thanking them for their business and coordinating for the 1st quarter of the following year, you lose the smell of desperation and you end up making deals.

You’re also setting yourself up strong for the new year so that next year’s 4th quarter won’t end badly.

Give up the day

If you’re listening to this episode and you haven’t hit your numbers for the year, let it go. Think of it as cheating on a diet and realize that you’ll do better next time.

If you push hard to make your numbers now, you may get there, but you’ll likely drive your customers away. Instead, focus on staying visible and starting 2019 really strong.

You’ll maintain your credibility and you’ll keep your focus on the buyer instead of focusing on yourself. You can’t play basketball by focusing entirely on the scoreboard.

You have to look at the ball. You must keep your focus on the prospect.

Take responsibility

The reality for sales leaders is the same for sellers. If your team hasn’t hit its goal by the 4th quarter, you don’t want to give up the lifetime cycle of a client in an effort to make last-minute sales.

Take responsibility for the fact that your team didn’t hit the goals. As a leader, you have total responsibility for those goals. You must give them the strategy, the plan, and the accountability to achieve their numbers in the next year.

Begin with an autopsy of the things that prevented you from hitting your numbers. Resolve to learn from your mistakes, and do it as a team.

Determine the things you did really well, and try to identify where you lost deals.

Meridith calls it seeds, weeds, and needs.

Seeds are those things we need to keep doing in order to drive growth. Weeds are the things that weigh us down and get in our way. Needs are the things we need to be doing that we aren’t currently doing.

Make sure to include a plan for how you’ll measure your success and how you’ll stay accountable. Learn from each other.

Make it safe to fail

If someone on your team loses a deal to a competitor, make it safe for your team to evaluate what happened with the deal and to coach each other toward success in the future.

If you have discipline issues, keep those separate from the coaching environment.

You must make it safe for your team to share what is working and what isn’t working. Help your team develop those skill sets to succeed.

Fill a dry pipeline fast

If you find yourself in the 4th quarter without the numbers you need, Meridith has a few ideas to help you fill a dry pipeline fast.

Before you try them, commit to keep yourself out of this situation in the future, but use these for emergency situations.

Make a list of your 10 best customers and do a holiday check-in. During the call, ask about their goals moving forward.

You can find the rest of the ideas in Meridith’s blog here, but use these sparingly, and refuse to put yourself in this situation again next year.

Fourth quarter is a major opportunity. Don’t treat it as a time to take your foot off the gas.

“Driving Sales in the 4th Quarter” episode resources

You can find Meridith’s blog at, where you can also access free tools and resources. Find Meridith on the social networking sites, but most often on LinkedIn.

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

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

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

This episode is brought to you in part by, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

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

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.

Juston Hartzman, Needles, Donald Kelly, Robo Agency,

TSE 978: From funding to exits: How to grow a business ripe for acquisition

Juston Hartzman, Needles, Donald Kelly, Robo Agency,On today’s episode of The Sales Evangelist, we’ll talk to serial entrepreneur Justin Hartzman about how we can grow a business and why we should do it with the possibility of an acquisition in mind.

Justin is the CEO and co-founder of, the Internet’s first RoboAgency. It is the easiest and most effective way for small businesses to advertise online and bring in more sales.

By answering just six questions, knows who you are, who you want to sell to, and what you want to sell. It can create 50-500 ads in real time, deliver them to the network, and show them to your ideal customer. 

The bottom line of any business

Some of us seek the independence that comes from being our own boss while others desire flexibility and creative freedom or want to achieve a sense of personal fulfillment. [1:59]

The bottom line of starting any business though, as Justin explains, is to earn the financial freedom to live our lives the way we want. A successful business puts more money in our pockets and allows us the time to enjoy it.

Trying to start a new business, however, is tricky. While there are more people now looking for opportunities to fund, there are also more people competing for those funds.

The common approach is to build the product first. Then you find the money to produce the product next and then sell the product. Justin recommends the complete opposite approach.

If you sell it, they will come.

Sales are always first.

Find out if people want your product and if they do – sell it to them.  

With the sales lined up and letters of intent in your hand, it becomes much easier to find people to fund your product. [3:19]

For example, Justin’s fiance’ told him that a friend on Facebook was looking for someone to build an iOS app. When that need for an app turned into an immediate $60,000 contract, the light bulb turned on and was born.

People always have questions and they will always ask other for answers. Justin and his team created a software program to scan their Facebook feeds for specific words that could lead to other sales. [4:32] They soon realized a 300% increase in their business.

Those sales gave them the funds they needed to where it is today.

Planning for acquisition

Ignore those instances when a fledgling business did well and was acquired without planning for it because those are few and far between.

Instead, Justin firmly believes that you need to be organized and to plan for an eventual acquisition from Day One. [8:02]

Have your data in order from the start because trying to organize it later is not only time-consuming but expensive. Instead, be sure you are incorporated correctly and have a handle on your finances.

Build the processes you need and scale your business at the proper cadence. Make sure your books and contracts are in order, your IP is buttoned up and all the proper NDAs are in place.

Simply put: Expect to be successful and plan accordingly.  

Attract acquisition offers

Justin’s success has come from partnering with other businesses who can help him as he helps them. [9:01] 

It all comes back to sales. Sell yourself first.

Make yourself useful. Find partners who will benefit from what you have to offer and take advantage of the networking opportunities, learning experiences, and industry insight they provide in return.

Then when an acquisition situation arises, you are in place and you are ready.

“Grow a Business Ripe for Acquisition” episode resources

Justin truly believes that making oneself useful to others is the key to success and, as such, he is always happy to chat or answer your questions. He can be reached at or you can find him on LinkedIn.   

He is also offering 35% off his entire platform for a year via and his team is on standby to answer questions and to help you make the most of it.

Check out our previous episode about why buying your competition might be a good option for your company.

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

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

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

TSE Hustler’s League

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

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

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

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

Audio provided by Free SFX and Bensound.

Dr. James Kelley, Authentic Leader Model, The Sales Evangelist Podcast

TSE 901: The Authentic Leader Model and Making Better Leaders

Dr. James Kelley, Authentic Leader Model, The Sales Evangelist Podcast

Authentic leadership involves understanding that everyone has a unique journey, and everyone brings some kind of baggage to the office. You don’t have to understand the baggage; you simply have to understand that they have it.

On today’s episode of The Sales Evangelist, Dr. James Kelley, professor of marketing, talks to us about authentic leadership, his authentic leader model, and about how adversity creates better leaders.

Dr. Kelley hosts the podcast Executive After Hours, and he noticed a recurring theme that occurred during his podcast conversations: adversity changes people.

Growth from adversity

Dr. Kelley recounted the story of Joe Burton, who became the COO of McCann Erickson Worldgroup by the time he was 40 years old.

He was unbelievably successful, but he was miserable. He was aggressive with his employees, unhappy with his wife, and his body was physically breaking down.

When Joe inventoried his life, he realized he had lost his twin sister and his older sister within the span of two and a half years. He had also lost his dad about 12 years earlier.

The sheer amount of adversity caused him to reflect on his life, and it led him to launch, a company that specializes in mindfulness. His own adversity transformed his life and made him more aware of his challenges, and it set him on a new path.

Likewise, Bridgette Mayer owns an art gallery in Philadelphia. She grew up in a crack house with six siblings until she and two of her sisters were adopted by a single family.

Her older sister committed suicide and the younger one landed in drug rehab. Bridgette, meanwhile, graduated from high school and then college, and then opened her own gallery.

So why did Bridgette succeed where his sisters hadn’t? She says it’s because she embraced adversity and reframed her challenges as opportunities. She had the right people around her at the right time to give her the right advice, and she was willing to listen.

Dr. Kelley believes that our adversity connects us to other people.

When he was in sales, he quickly learned that personal stories connect people faster than almost any other tool. Relatable stories like death or divorce create an instant bond that establishes immediate trust.

Dr. Kelley’s leadership model

Grab a piece of paper and a pencil.

Draw a medium circle and write the word ‘crucible’ inside. Now draw a circle outside of that, like you’re drawing a bulls-eye.

At the top of the outer circle write ‘self-awareness’ and leave the bottom portion of the outer circle empty.

Then draw one more circle on the outside of the first two, and write the words ‘compassion,’ ‘integrity,’ and ‘relatableness’ in that circle.

Dr. Kelley’s leadership research suggests that when people embrace their adversity or their crucible moment, their framing of that moment determines the effect it will have on their future.

Most people treat adversity as something that happens to them instead of viewing it as an opportunity to learn something new.

Those who frame adversity in a positive way, though it might take six months or a year, deepen their self-awareness.

They discover that they actually want to treat people with respect. They want to have compassion for people and relieve their suffering.

As your self-awareness grows, you move out into the model a bit, and you eventually discover that you’d like to live with a little bit more integrity and honesty. Because that’s how you want to be treated, you discover that it’s the best way to treat others.

You discover that as you have hard conversations that demand honesty, you build trust and loyalty, and you discover that relationships play a very significant part in your life.

As you learn to embrace relatableness, you seek ways to create micro-moments and meaning.

Without a growth mindset, you have self-awareness but nothing to do with it. When people embrace a learning mindset, that’s when they start to develop.

You become a much more authentic person and you spend every day trying to improve yourself for you rather than for anyone else.

Evolving people

You have to know that people have bad days.

If you see an empty water cup on an employee’s desk and you refill it, you’re demonstrating compassion and kindness.

Those micro-moments develop trust and compassion and integrity, and the return-on-investment is much greater than in companies that don’t embrace this culture.

If we take care of the employees first, they will take care of the organization.

Dr. Kelley believes that hiring a coach is the key to understanding your own adversity. He believes that evaluating your adversity and figuring out what you’ve learned that you can take forward is the key to success.

Being able to admit that you don’t know everything and surrounding yourself with people who can help you achieve your goals will help you better embrace your adversity.

“Authentic Leader” episode resources

You can connect with Dr. Kelley at his website, or email him at  Find The Crucible’s Gift: 5 Lessons From Authentic Leaders Who Thrive In Adversity on his website or on Amazon.

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TSE 689: Sales From The Street-“Don’t Be Sleazy”

There’s a fine line between being persuasive and being pushy. And you don’t want to get to the latter. But how do you reach out to clients without appearing too sleazy?

Today’s guest is Michelle Weinstein and she’s going to show us just that.

Michelle is fellow podcaster, her show Success Unfiltered talks about how you can overcome rejections to achieve the success you want.

Here are the highlights of my conversation with Michelle:

How to Stop Being Sleazy:

  • It’s not about you, but it’s about the buyer you’re selling to.
  • It’s all about your client.
  • Does your product or service solve one of their problems? It does, great. If not, find something new.

It’s Not About You

  • Work on building a rapport and relationship.
  • Some sales cycles are long, others are short.

The Pitch Queen System

  • Figure out what their problems are. Get to know them personally.
  • Don’t forget about the human connection.
  • Building rapport and relationship is like a transfer of “currency” in terms of your energy.

How to Get Personal Without Being Too Intrusive:

  • Start asking people questions.
  • If you’re in line at Starbucks, get someone to get off the phone. Find something authentic that you can strike up a conversation with.
  • Talk with your baristas or dry cleaners or car cleaners. Learn about their family.
  • Talk to your neighbors and get to know them.
  • Implement the above things into your business and it’s the same thing.

How to Avoid the Things that Turn Buyers Off

  • Talk less.
  • Remember the 70/20 rule. Let them talk 70% of the time, while you talk 30% of the time. The more people talk, the more they get into their emotional state.
  • Ask really good questions.
  • Be genuinely interested in the other person.
  • Make sure you love what you’re doing.

Your Contacts Are Your Worth

A relationship could pay off ten years from now. Don’t burn the bridge and keep in touch with people you know. Timing has a lot to do with it too.

Michelle’s Major Takeaway:

You can’t let any of the no’s and the rejections you hear get to you. Listen to her podcast called Success Unfiltered. Believe in yourself and do whatever you can to not let anything else get in your way.

Episode Resources:

Connect with Michelle on Instagram, Facebook, LinkedIn and her website, and check out her eBook.

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


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TSE 687: Make Your Disadvantages Become Your Advantages!

What are some of the things you see as a setback? You can actually turn those disadvantages into advantages.

I was on a podcast interview the other day and I was the one on the hot seat this time. The podcast is called Pioneers of Insight hosted by Jerry Gaura.
In the episode, we pointed out some of the disadvantages I experienced.
  • Being raised in a single parent home
  • We were immigrant to the country.
  • We were poverty stricken household.
In some instances, we see these as excuses that keep us from accomplishing our goals.

How This Relates to Sales

I went for a job interview and I was told I didn’t have any experience so they didn’t want to work with me.
The interview lasted for only five minutes.

Seeing the Disadvantage

No one would take me because I didn’t have a lot of B2B experience. Considering I was already in the door-to-door security and I did phone sales. They didn’t care about all the other things i did. They only cared about having that B2B experience.
So I hustled and went to my network. Someone introduced me to another until I got introduced to a CEO. I was hired and then got into the software industry.
You see, I didn’t have the experience to come in as a B2B rep. But that fueled me to get as much knowledge as possible.

Turning It Into An Advantage

Because of my eagerness to learn, it propelled to work harder and learn more. So I became one of the top selling performers in the company because of that hunger and that drive.
My inexperience propelled me to learn and to study and listen to podcast. I read and gained new insights. That caused me to become stronger.

How This Applies to Other Areas of Selling:

1. If you’re bad at picking up the phone
If you’re a great writer, write out what you’re going to say and practice that. Then your ability to articulate yourself on the phone becomes more effective than those natural at speaking.
2. If you’re not that great at closing
Closing doesn’t have to happen at the end of the call. Look at the close as a way to continue the relationship or how you can get them to say yes earlier. Closing can be more of a natural progression. Learn how to properly close and this becomes your advantage.
Don’t look at your disadvantages as something that’s going to hold you back. Utilize them as your strength by developing them and you’ll see amazing results, not only in your sales but life in general.

Episode Resources:

Pioneers of Insight Podcast

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TSE 682: What the Magic School Bus Taught Me About Complex Selling

I watched a show on Netflix called The Magic School Bus. No, it isn’t an action film as you would imagine me watching. It’s actually an animated film but its story is worth to be told. And I want to share with you things from the show that we can tie back into sales.

The Story of Changing an Ecosystem

Arnold is the kid who’s always scared. They have a new teacher Ms. Frizzle, the younger sister of Dr. Frizzle, a researcher. Being new to class, she brought a whole new way of doing and learning things.

The story was about the ecosystem and how it changes. They talk about the danger of implementing new into the ecosystem as well as the benefit it can bring. So there was this invasive plant and Arnold wanting to get rid of it, left it on this magical island where their class went for an adventure. They went back to their time machine, 30 years in the future and everything was out of whack. Then they introduced bunnies on the island to eat the plant but the poor creatures went all crazy. So this whole ecosystem totally changed.

Now Ms. Frizzle was teaching Arnold about how not all things that enter an ecosystem can cause damage. She mentioned the idea of honeybees that were introduced to North America and how it helped the environment.

Application to Sales

Tying this back into the world of sales, there’s this idea that we don’t like changes.

1.Understand their current ecosystem.

As you present your product or solution to an organization, are you able to understand their current ecosystem? What is their current ecosystem? What current technologies do they have in place? Why do they have these kinds of processes?

Instead of focusing on your particular product or service, understand their current ecosystem in place.

2.Get the right people on board.

Some people are more open to change than others. For example, IT directors are sometimes not so inclined to a solution coming into their ecosystem when they didn’t agree to it (because finance or HR was the introducing it). Understand that IT has a system and they have their own processes. So when you try to come in and “mess up” their system, they try to derail the next steps.

Another example is the marketing department and sales teams. They have their own way of doing things and they may not want to get that change. Find out what their ecosystem is like. Try to find an internal champion to make it easier for you to transition into new changes.

3.Paint that vision for them.

Position your presentation in a way that you’re able to paint a picture of what it would be like if they had this kind of change introduced to them. Give them a vision of what’s to come.

Recognize that certain individuals have a stake involved in selecting a solution or service. So be delicate. Don’t bash what’s in place right now. But talk about what it could be like.

Paint the vision of what it would be like without insulting what they currently have.

Point out how they can enhance their job. Help make them look like the winner in the scenario.

Compliment them on the things they’ve done.

Today’s Major Takeaway:

Recognize your customers are human beings. And as humans, we don’t like change. Help mitigate that impact by getting them gradually into it. Paint that vision of what that new world can be like.

Episode Resources:

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Catch The Magic School Bus on Netflix


Donald Kelly, Don't B so Pushy, Cold Calling

TSE 667: Don’t Be So Pushy…Okay?

Donald Kelly, Don't B so Pushy, Cold CallingEver heard of the term Cognitive Dissonance?

This is something I actually learned from Kurt Mortensen’s book, Maximum Influence, which I think is highly valuable and applicable to sales, specifically when we talk about asking for sales commitments. That’s why I’m sharing it with you.

What is Cognitive Dissonance?

This is a psychological discomfort that happens when somebody’s actions or decisions are not congruent with their values, belief, or past commitments.

People don’t like to be hypocrites. If they are, they figure out a way to justify it.

For example:

  • Speeding (because you’re running late)
  • Eating unhealthy (because you’re on vacation anyway or you ate a salad last week or it’s a Diet Coke)

We use these justifications so they become congruent with our ideas.

Study #1: The Handwash

Research done illustrates that 97% of females say they do while 92% of males say they wash their hands. After research, only 75% of females wash their hands while 58% of males did.

And once they came out, the researcher called them out for not washing their hands. And they had multiple reasons and justifications as to why they didn’t.

This proves scientifically that we don’t like to be told. So we create that dissonance.

We make justifications because we don’t like to be incongruent with our beliefs.

Study #2: The Thief

This another study was done at the beach where researchers acted as thieves. But nobody got up and stopped the person from taking the towel and radio.

The researchers did the same experiment. They had a different person leave their towel and their radio. But before they left, they spoke to a couple people around them asking them to watch their stuff for them. So when the “thief” came to take the radio and towel, everyone stopped them.

So what happened in this situation?

  1. The person made a commitment.

When someone doesn’t have any connection to us as an individual, the likelihood of us caring for it wanes or doesn’t even exist. But when we make a commitment, verbal or written, our likelihood to fulfill that commitment increases significantly.

  1. It goes with our beliefs. It goes with our core values. We’ve been assigned something. It’s our responsibility. So there’s that possessiveness aspect.

Do you practice the idea of cognitive dissonance?

  • We don’t act on this though because sometimes we don’t know it.
  • Do a simple ask rather than a big ask.
  • The problem as sales professionals is sometimes we go straight for the big boys and ask for the money.
  • We ask them to buy right on our first email. Instead, you should help them establish that belief by making a small commitment.
  • Then encourage them into making a much bigger commitment.

Study #3: A 7AM-Sesh

Researchers asked graduate students to take part in a 7am-session on thinking process. The group was told the session began at 7am. Of all the students they told, only 25% agreed to participate in the group study.

In their second approach, they didn’t say anything about the time until the person had given consent first. They told the student what the study was about first and asked them if they were willing to participate. 56% of them said yes. They they were told about the time. And 95% of them showed up.

They made that commitment. They made that decision. So they were likely to show up.

Get Your Foot in the Door

When you’re able to help someone make a small decision, the likelihood of them making a bigger decision increases because they’ve already set that motion.

They already gave you the YES!

Don’t give them a big commitment. Give them something small. Get them to agree to a problem. Then get them to agree with something else like asking them to join a webinar or get your white paper.

Give them an easy way to justify it by giving them little commitments allowing them to make big decisions.

Episode Resources:

Maximum Influence by Kurt Mortensen

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Prospecting, Sales Tip, Role Play, Donald Kelly

TSE 622: Number One Sales Tip To Performing Your Best On Every Sales Call

Prospecting, Sales Tip, Role Play, Donald KellyAs a salesperson or an entrepreneur, you have to be consistent if you want to see significant results.

Today, I’m sharing with you some insights into how you can become more consistent in your efforts to finally achieve your goals, make sure each call counts, and get the close that you want.


Practice is key.

Write out your sales message.

Make sure you message is consistent. To make it ingrained in you, do role plays. Say, your message is towards an executive or the end user, your product may benefit all of them, but the way each of them utilizes your product or the reason each of them is going to purchase your product is going to be totally different.

Tweak your messages accordingly.

While the end user may use the product, the decision-maker may only see the benefit behind it without necessarily touching the product. The same holds true for the influencer who may not necessarily use your product. Therefore, write your message out and tailor them according to your specific prospect and practice it.

Record yourself.

Take 20 minutes a day to practice it by yourself or practice it with a co-worker. Use your phone or download an app for free so you can record yourself. Or leave yourself a voicemail to check how you sound. Practicing that part alone is something that can help you tremendously. Or leave a voicemail to a friend or coworker or boss and see what they think about how you sound on the phone. Then figure out what element you can add to that.

Figure out the unconsidered need.

This is something that a buyer doesn’t necessarily know is a problem but you’ve recognized it as a problem. Perhaps you’ve worked with other companies and you’ve seen the same trends, issues, and difficulties then you can bring in that information and share it. Probably share a statistics to make your message more compelling.


In your role play, find out how you can add value to them. Find out how you can progress the sale from the presentation and transition it into fully converting them on board. Practice not just in the field but at home and with your co-worker. Again, spend 20 minutes a day. Wherever you have the biggest challenge in your sales practice, keep practicing it. The more you do it, the easier it gets for you.

Maximize your time.

Try to free yourself from distractions and utilize your time in  a way that’s going to be more effective towards your performance.

Today’s Major Takeaway:

The best way to see predictability is by being consistent. Master your messaging. Master some of the objections and challenges. Master your question-asking. Master the way you convert. Master how you utilize your time. The more you can practice, the more you can become perfect in your role plays, the better you can perform in the field.

Episode Resources:

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melissa-krivachek, Donald Kelly, Making Money online

TSE 618: Making Millions In Your Living Room

It wasn’t a smooth path for Melissa Krivachek. Seven years back, she was broke and homeless. And she knew something had to change. Fast-forward to now, she has been nominated for Forbes 30 Under 30, on the cover of Evolution Magazine as a Top 40 Player Under 40, and she was awarded the 1% of American Executives by the National Council of American Executives.

Not only that, Melissa has authored eight books, five of which have been on the international bestseller. Melissa also hosts the show Millionaires Hot Seat where she has already interviewed about 160 millionaires to date and which is now being turned into a television show.

Today, she’s going to share with us insights into what she did to build her company online as well as ways you can make money from your living room. Yep! You can do it too!

Here are the highlights of my conversation with Melissa:

Some steps Melissa did to pivot her way to success:

  1. Figure out who’s who and go to social media.

Melissa figured out the who’s who and went to social media and connected with him there. She simply opened herself up to that avenue.

  1. Be relentless in your approach.

You can’t just know prospects and sit down and hope they come to you. Well, they’re not going to come to you.

  1. Go for a platform where they have the least amount of followers.

This way, they will pay attention to you. If they’ve got millions of Instagram followers, they’re not going to pay attention to you but if they only have 400 friends on Facebook, they’re bound to pay attention to you.

How to get started with making millions in your home:

  1. Only read books relevant to what you’re trying to accomplish today.

Choose one area of your life that you want to succeed at. If it’s sales, read only sales books and only sales books that are really adamant about doing the work and showing you the path to doing the work.

Instead of taking the time it would take to read the other 55 books you’ve invested, do the strategies the first 5 books have. Be cautious about the books you read. Melissa’s favorite books are those of Og Mandino.

  1. Melissa recommends this powerful exercise.
  • Take a piece of paper and every 15 minutes in your day for 7 days, write down everything that you do from watching the television to going to the bathroom to sending text messages, etc.
  • Melissa can tell you what you value based on what you wrote down and her guess is it’s not sales. The goal for this exercise is to help you switch up your routine to fit more sales calls and prospecting into the loop.
  • Create a chart by taking two circles and overlap them in the middle. On the right circle, write Executive Assistant. This person is the one who’s going to run errands for you like getting you coffee, do your grocery, drop your mail off, etc.
  • On the other side, you have your Virtual Assistant. They’re going to do things like email campaigns, social media updates, paying online bills, making sure under scheduled aligns to what you committed to doing.
  • This frees up all the extra time so you can stay in your zone of genius, whether it’s sales or not. But what you want is to spend as much time in your zone of genius as possible.

After doing this exercise for seven years with her clients, she realized people are wasting too much time doing things not conducive to making money yet their biggest complain is they don’t have time and they don’t have money and they wonder why. This is exactly why.

Interesting fact: Melissa did this exercise with an executive and they found 1600 hours in a year wasted. And he’s been doing this for 10 years!

  1. Hire that person to help you.

Find the most important task that you don’t need to do, don’t want to do, or somebody could do better. Melissa finds stay-at-home moms as the best assistants or salespeople because they do things on their own time. Pay attention to what’s important to your employees or even your contractors. Make them happy and they will forever be by you.

  1. Simplify your life.

Go to the things that you have lying around and start selling them. You don’t need a million options in your closet. Just get a couple options. Sell those things.

  1. Don’t expect to be a success overnight.

Finding the prospects and getting on the phone and all of that can be done over a period of time, but not overnight. So really decide what you’re going to sell and what they system is going to be but make it as simple as you possibly can. The more complex things are, the harder it’s going to be to make millions.

Melissa’s Major Takeaway:

Anybody has the capability to make a sale. You just have to learn the skill set to actually make it happen.

Episode Resources:

Learn more about what Melissa is doing on

Millionaires & Money: Sex, Sales, and Seduction by Melissa Krivachek

Og Mandino Sales Books

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Donald Kelly, Message, The Sales Evangelist Podcast

TSE 617: There’re Too MANY of Us Here!

Donald Kelly, Message, The Sales Evangelist PodcastWhether you’re selling life insurance or a car or plumbing service, you’re in an area where there’s a lot of competition and you’re trying to standout. But how can you best stand out within the industry you’re in?

Creativity is key.

In one of the early episodes of How I Built This Podcast by NPR, which has now become one of my favorite shows. Barbara Corcoran (the lady on Shark Tank), a successful real estate tycoon, talked about effective marketing. And one thing she did was being creative and was able to take something common and twist it in a way that she’s able to bring value to the buyer.

So she was getting one of her first properties and trying to rent it. She told the guy putting it up for a rent to put up a wall and partition the room, which was supposed to be just a studio room. They guy rented it quickly and Barbara was able to out beat the other ones who was just renting a one-bedroom apartment. She added a bit more to it.

Strategies to help you stand out:

  1. Look for the area where competitors are not focusing their efforts on.

Any industry will train you to do what you need to do into buying this particular product. Everyone does that. Don’t just do what everyone else is doing. Try to do an area that you will be a master in.

  1. Do podcasts.

Instead of having coffee with a bunch of people, try going on other podcasts. Or do virtual workshops and use Google Hangout. You don’t have to talk about the product you’re selling per se but try to talk about, say, the successes and challenges people have as they’re preparing for the next phase of their life. Get as many information from them as you can and then from that, create a little eBook.

  1. Get the local experts engaged.

Find local experts in your industry and have them write on your blog or interview them.

  1. Find that one thing that’s going to help you get some activities.

For me, personally, podcasting is the thing that works for me. I’m able to share things that have worked for me. But maybe you’re a video person so you want to videos. Or maybe you want to write instead or be a speaker. Find local speaking opportunities where you can talk to your audience and your potential customers.

  1. It’s okay if it doesn’t work.

Don’t be afraid, just do it. What’s the worst thing that can happen anyway? If one thing doesn’t work then pivot. Stop doing the same old things that are giving you the same old, no results.

Episode Resources:

How I Built This Podcast by NPR

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Joe Carlen, Donald Kelly, The Sales Evangelist

TSE 613: Five Mistakes Entrepreneurs Have Made Since the Beginning of Time

TSE 613: Five Mistakes Entrepreneurs Have Made Since the Beginning of TimeToday’s guest is Joe Carlen, Co-Founder of Value Guards, LLC and practitioner of business valuations, patent valuations, and marketing assessments. He is consulting for hundreds of entrepreneurs and companies over the past 15 years including Westinghouse and Unicom Technology. Joe is also the author of the book A Brief History of Entrepreneurship and today he shares with us the five mistakes entrepreneurs have made since the beginning of time along with some concrete examples.

Here are the highlights of my conversation with Joe:

5 Mistakes Entrepreneurs Made Since the Beginning of Time

  1. Imagination over execution

People have very innovative ideas and they fall in love with their product or service but giving less attention to the market and they may not be great at executing their wonderful concept because they’re either not selling it aggressively or they don’t have a market for it.


Phoenicians built the first intercontinental empire. They were very aggressive distributors and salespeople. They can create knock of art and even inferior quality to other civilizations but they would sell more because they have distribution centers and they sell very aggressively.

An industrial revolution in Britain with a whole series of inventor-entrepreneurs who have set the mold for the Steve Job’s of today. They basically invented things that transformed industries. Samuel Crompton had tremendous product innovations but he never panned it properly and he never promoted his invention properly. Whereas there were those who didn’t invent anything but were aggressive salespeople and became extraordinarily wealthy.

  1. Arrogance

In Ancient Rome, Patricians were the noble people and they looked down on hard work as well as entrepreneurship. The slaves then became the entrepreneurial class in Rome and eventually many of them became very wealthy and made their way to nobility. Another example is the early stages of rock and roll.

  1. Insufficient nerve or confidence

These are the people who don’t have the nerve to make certain leaps. An example that illustrates this is MercadoLibre, the eBay of Latin America. It was started by an Argentinian who studied business school in Stanford and one time he offered a venture capitalist lecturer a ride to the airport and actually pitched his product. Four days after, he got the seed capital for his business. That guy is now a billionaire.

Salesmanship and entrepreneurship tie in very strongly in this situation because learning how to handle rejection and embarrassment can make a huge difference on the entrepreneurial side.

  1. Insufficient financing

The reason English and Dutch merchant companies were more successful than the French merchant companies is because of financing. They would pool resources and get investors to commit different sums of money and they have a strong pool of investors.

Many entrepreneurs tend to overestimate the early stage sales potential of what they’re doing and tend to underestimate the potential expenses. So you have to be conservative when it comes to financing and make sure you have the requisite resources to make something working.

  1. Blurring the line between entrepreneur and manager

People who are gifted at innovation are not always gifted as selling, much less managing. Some people with innovator-type personalities just don’t feel comfortable with sales.

Very often, the entrepreneur is the visionary and sometimes let people take it off from there and others are good at coming up with an idea and building the business to a certain point but they’re not consolidators so an administrative takes over.

There are few Steve Jobs in the world who are people that are both great innovators and successful managers. So figure out your strengths and weaknesses and bring on the right complementary people.

Joe’s Major Takeaway:

Make sure your vision has realistic a plan behind it as much as possible. Be able to translate it into something that is practical and has the right financial and human resources behind it.

Episode Resources:

Check out Joe on

A Brief History of Entrepreneurship by Joe Carlen

The E-Myth Revisited by Michael Gerber

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TSE 037: Selling As An Entrepreneur with John Lee Dumas

John Lee DumasEntrepreneurs, get ready to ignite! During this episode I was able to interview Mr. John Lee Dumas! The man behind “Entrepreneur on Fire”! John’s podcast is a top ranked, 7-day a week business podcast, focused on inspiring entrepreneurs.

Some of John’s guests includes, Seth Godin, Gary Vaynerchuk, Barbara Corcoran, Tim Ferriss, Chris Brogan and over 500 inspiring Entrepreneurs.

Here are some of the questions/take aways I got from John during this episode.

Why are so many entrepreneurs afraid of selling? 

One of the major reasons why entrepreneurs dislike selling is the fact that they are fearful of rejections. To overcome that you must just launch and DO SOMETHING! Another way to overcome this fear of rejection is to get a mentor or be part of a mastermind group.

What does an entrepreneur do when your business grows greater than your ability to do it alone? 

John recommends that anyone in this situation reads Chris Decker’s recently released book Virtual Freedom. You can increase the value of your time and grow your business even faster by hiring others who can take care of minimal tasks for you.

How do you know at what point to price your product? 

There is no set answer to the ideal pricing of your product. John recommends that individuals focus on value and base the price on that, not merely on the hours spent offering that product or service.

John major take away is to JUST START!

John also recommend’s that listeners check theses two books: The Slight Edge & The Compound Effect.


Entrepreneur on Fire (

Podcaster Paradise


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TSE 027: How To Build Quick Relationships with Prospects and Clients.

Ellory Headshot 2 white logoHave you ever wondered how some people are able to spark up a conversation with just about anyone, as if they knew them forever? This is a great skill to have when building relationships. My guest today is Ellory Wells and he has crafted this skill into an art form. Ellory is a personal development coach who focuses on leadership and personal branding. He has over 15 years of sales experience, the last 4 years spent building a $15 million business for one of the largest IT companies in the world. Today Ellory shares that knowledge and expertise with readers of his blog and those he coaches.

During this episode I was able to learn a great deal of information from Ellory.

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

  • Everyone is in sales, whether they like it or not! We all have to convince people to do something.
  • People have a tough time connecting with others because it does not always tie to the bottom line
  • A simple way to break the ice is to ask people about the weather
  • Think about people as people and try to genuinely connect with them
  • Every single successful person has had a team of people to support them

We buy from our friends

Stay connected with Ellory:

The Empowered Podcast with Ellory Wells   

Register Today by Clicking On the Picture Below!

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TSE 025: The Conscious Millionaire with JV Crum

JV_Crum“I want to be a millionaire so freaking bad”….. Have you dreamt of being a millionaire? Or thought, what does it takes to get to that level? Well, JV Crum is a successful entrepreneur who has a passion to make the world a better place, by changing people’s lives. To do this, JV wrote the book Conscious Millionaire: Grow Your Business By Making a Difference.  In his book he outlines key principles that anyone can apply to focus on finding success. Now not everyone has a yearning to be a millionaire, but you may have  a desire to live comfortable, chase a dream or accomplish a challenging task. JV’s book is designed in a way that applying these principles can help you on your journey, no matter what it is.

During our interview I ask some key questions based on chapters that I found very interesting and applicable to sales, business and personal life fulfillment. JV and I had a great discussion as he elaborated his ideas for success. As a gift, JV is offering the opportunity for my listeners to get a free downloadable copy of his book. All you have to do is go to this link below that is designed for our listeners. Here is a link below to access the eBook! I also posted it on our Facebook page.


Here are some take aways from JV:

  • Focus on your personal passion that brings you joy and makes you feel alive and on fire
  • Find out what kind of difference you want to make in the world
  • If you are working to just put money in the bank, then you will not be successful. Focus on doing what you love and in return people will pay you for it
  • Habits are actually unconscious patterns that are either moving you towards your goals or away from your goals
  • Laser focusing on what that matters and pour your time and energy into it
  • Take fast actions designed to a particular focus
  • Build relationships and look for opportunities to help others

Stay connect with JV and the things he’s working on:

Conscious World Foundation

J V Facebook

J V Twitter


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TSE 024: The 3 Most Crucial Elements Of A Sale!

Donald Kelly “The Sales Evangelist”So the first quarter came and went and some individuals are worried that they did not hit their goals or quota. Now, the reasons may vary and may not all be related to one particular thing. However, often times I find that a sales person becomes very worried because management may now be down your back. If you are the business owner, you may be able to purchase or grow the way you were hoping next quarter. It becomes very frustrated and you may be worried that everything is all off and messed up. Rest assure that this is not the case. I will give you three VERY crucial elements that will help you accomplish more of your goals. There are:

  1. Focus on the ideal client and make sure that they have a PAIN or a CHALLENGE you can solve
  2. They must have a BUDGET and a time frame when they want to make the purchase
  3. They must be the DECISION MAKER!

As you listen to the episode, you will see why I feel that all of these elements are very crucial to your progress  and making those prospects clients.


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TSE 22: The Power Of A Customized Thank You Note!

Thank You! These are two of the most important words in the English language, and so often over used, without true meaning. But, when it is used properly, with true appreciation and meaning its power is transcending. In this episode I speak about an experience I had where a vendor went above and beyond the call of duty to express appreciation and thankfulness for my business.

Several months ago when I launched this podcast, I was referred to VA Game Plan. They are an organization that offers virtual assistance to online businesses and podcasters like me. They are very professional and offered wonderful services. I was more than satisfied with the quality of experience I was receiving. One day they went above and in a gesture to express their appreciation for my business.

I received this thank you card in the mail: Tell me which thank you card you would prefer on our Facebook post below:


The fact they sent a card via postal mail was cool, but the fact that it was a CUSTOMIZED thank you card to me blew me away. To some they may say, it’s just another card, but for me (the customer) it showed that they cared enough to put the time an effort in expressing their gratitude and tailored it JUST FOR ME! It was so memorable and very appealing to look at. I have thrown away many thank you cards after sometime from other vendors, but it has been months since I received this customized thank you and it sits in my office on my desk. Now, let’s think about this. Who do you think I am going to refer folks to when I have others that need virtual assistance? Since they are right on my desk, they are always on my mind. Since than I have referred a number of my friends to VA Game Plan.

So how does this apply to you? Go above and beyond in everything you do, especially in the small things like a thank you note. People will love it. Imagine if your clients all received a unique thank you note from you? How much would that say to them that you appreciate their business? Imagine if someone received a unique hand written thank you note from you after a great visit? How likely are they to remember you over the competition and favor you? Remember that you are dealing with human beings and we like to be treated as such and not another number on your list.

What unique ways can you SHOW that you appreciate your prospects and clients?

Check out the episode and tell me what you think.

This is a thank you card I made for a prospect I had a great visit with. You think they will remember me and keep this card? Thank You Card

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TSE 018: What Can I Do To Offer A Great Sales Presentation?

Donald Kelly During this episode I answer a question regarding what it takes to offer a great sales presentation. This is a question that most sellers and entrepreneurs ask because they feel it is a crucial part of they’re selling process.

I sought out two experts to address this topic over the next couple episodes. One of them is Ryan Avery, a World Champion of Public Speaking. The other is Patricia Fripp, who is an expert speaker who coaches top executives on public speaking, sales presentations and keynote speaking. Each have very specific answers that will help you create that unbelievable sales presentation.

For now you get the chance to hear my answer and what I feel has helped my sales presentations become top notch. One of the most important is that I don’t give my presentation right up front. I wait until the buyer and I have discussed thoroughly specific challenges, I make sure that I am speaking with someone who has the power to say yes (decision maker) and I make sure that they are capable of purchasing.

I then refer to the first step where we set the rules before hand and discuss the challenges in detail and craft the demonstration around that. I speak specifically to what they want to see and need to get fixed. NOT to what my company or I feel is cool to demonstrate. This is very crucial to understand. You must speak to the buyers “WHY”. Meaning, why would they buy your solution? Why are they facing these challenges and why do they need to change? There is a “WHY” with every buyer, the core that is going to make them take actions. This is what their “PERCEIVED VALUE” is. This is your responsibility to discover this and offer a solution. When you do, the buyer will “perceive you and your solution to be valuable” and then you will more than likely have a new client.

As you listen to the episode you will see how I skillfully accomplish this and reduce the time I spent on a specific demo by more than 88% of the normal time. I know you will enjoy it.




TSE 017: Why Do People Give “Sales” The Stink Face?

Omar and NicholeIn this episode I have the opportunity of interviewing two amazing individuals who are doing BIG THINGS to transform the way entrepreneurs build a successful business. Both Omar and Nichole have an educational background and recognized the limitations that traditional schooling offers related to business.

They look at what it was missing and developed an alternative call the “$100 MBA”. They run  “The Business Republic” which is a weblog for those who are bootstrapping their business. Their focus is to related to these entrepreneurs by providing weekly thoughts, articles and videos to help them build a business that can’t be ignored. They are also developing a podcast that will be released pretty soon. Everything they do is to offer a rich experience to their students.

Some of the major take aways from our discussion are:

  • Creating a great “sales experience” for your prospects/clients
  • People love to buy, but hate to be sold
  • Lack of knowledge/ability is a major contributor and affects a sales experiences
  • Anyone can sell when taught what to do
  • Make the sales experience enjoyable for the buyer

They also reveal the BIG SURPRISE I mentioned earlier this week related to their retreat. It is The Business Reboot Retreat in Cancun Mexico May 10-14, 2014. The retreat is slated to have some awesome instructors and is a going to be a great time to relax and get refreshed. Check it out.

Also check out their free course at\free-course . Follow them on Twitter @BusinessRepublic or visit their website at





TSE 009: Does The Way You Dress Affect The Way You Sell?

Linda Yates In this episode I interview Linda Yates who is an Executive and Business Coach. For years I have heard different options about dressing and the way if affects your performance. Linda has assisted many individuals and organizations with their image and overall success. She is a sought after speaker and professional coach.  I wanted to get her on the show to share her opinion on how dressing impacts your life. I personally work with her, as one of her clients, and the advise she has given me has greatly helped in my speaking success and business accomplishments.

Here are some of Linda’s tips to dressing for success:

  • The way you look will determine the way you feel about yourself.
  • Dress one level above your clients.
  • Make sure your clothes are in good condition and they fit well.
  • A men should wear a square handkerchief in his top suite pocket to top off his appearance.
  • If possible, a women should wear heels to top off her appearance.
  • Wearing a jacket completes a women’s outfit.

Check our Linda “Uncover the Incredible You” event on February 8th, 2014 in Boca Raton, Florida.


Listen to this episode on iTunes or listen on Stitcher Radio.

TSE 008: Can Anyone Sell?

Donald KellyCan anyone sell? In this episode I address a question I discussed recently with some friends regarding my views on selling. You see, so many people feel that it is difficult to sell. Some say you have to look a certain way, you have to be a slick talker or be able to persuade others into doing something they don’t want to. If you really think about it, that is not being a successful sales person, that is being a con-artist. I personally feel that anyone can sell and you don’t have to persuade someone to do something that they  don’t want to do.

To be successful in sales you have to do 4 main things:

  1. Have a DESIRE to for sales. A DESIRE to provide value to others and help them recognize it.
  2. You have to have a PASSION for what you are selling (product or service).
  3. You have to get some kind of SALES TRAINING or a MENTOR who can guide you regarding the fundamentals of selling (also listening to podcasts, like The Sales Evangelist).
  4. You have to PRACTICE, PRACTICE, PRACTICE and implement your personality with your selling.

That’s it! I feel it is that simple.  Come learn more and check out this episode. I know you will enjoy it.

Listen to this episode on iTunes or listen on Stitcher Radio.


TSE 006: Quick, Easy Way To Overcome “The Undecided Prospect”

BlogImageTSADon’t you just dislike that lukewarm, super nice, undecided prospect who doesn’t know how to tell you no? You know the type, they feel bad “letting you down” so they drag the already endless sales process on and on just because they don’t know how to tell you “THEY ARE NOT INTERESTED”.  Well, if you know what I am talking about, you will enjoy this episode where I answer a question posed to me by one of our loyal listeners, Shem Carlson. Shem is a Client Service Representative for HIBU. Feel free to connect with Shem via LinkedIn  to share more ideas with him. You can also learn about the #BIG-THINGS he’s currently working on.

Outline for setting the “Rules Before You Play”:

  • Express gratitude for the time to meet
  • Review the time frame of the meeting
  • Discuss if there are any possible interference
  • Set the agenda for the meeting
  • Ask the prospect if they feel comfortable telling you “No, if they recognize you are not a fit for them”
  • Ask the prospect if they are okay with you telling them “No, if you recognize they are not a fit for you”
  • Ask the prospect if they feel it is a fit, are they willing to tell you so
  • Tell them you will want to plan a next step at the end of the meeting

That’s it! It is a very simple process.

Please let me know if there are any questions regarding this idea. Feel free to reach out to me at


TSE 004: Follow Up Lesson I Learned From a 14 Year Old

Donald KellyHey everyone! Welcome to another great episode of the Sales Evangelist podcast. During this episode I reveal the new format of having two episodes weekly. The first episode will be shorter and devoted to me speaking on a specific sales tip or answer a question submitted from listeners (that means YOU!). In this episode I share a story I learned from my 14  year – old cousin about following up.

I also speak about my experience at New Media Expo. I was able to connect with some podcasters and online business’ biggest names. Some of these individuals included Pat Flynn, Dan Miller, John Dumas and Michael Hyatt. To follow up with them, I share a creative idea how I am planning on following up with these folks using a picture.

Come and check it out and follow up with me on what you learn!

Take Aways:

  • Your word is your bond
  • When you follow up exactly when you promise you gain the trust of your clients/prospects
  • Be professional with your follow ups
  • Think of unique ways to follow up with your clients/prospects
  • Upcoming guest on the next episode Judy Garmaise!