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The Sales Evangelist

Are you ready to revolutionize your approach to finding prospects?

Do you sit back and hope they’ll come to you, or are you casting wide nets on LinkedIn, crossing your fingers for a response?

Let’s face it. These tactics scream “lazy prospecting.”

But fear not! In this thrilling episode of The Sales Evangelist, the charismatic Donald Kelly is here to transform your strategy.

Dive into this power-packed five-minute episode and unravel the secrets behind proactive prospecting. Say goodbye to the old ways and hello to a new era of engagement. Don’t miss out!

What Is Lazy Prospecting?

  • What exactly is lazy prospecting? In the episode, Donald explains it’s making a phone call without researching the prospect.
  • When prospecting, you should do your prep work. This involves seeing who else works in the organization and looking at the individual’s LinkedIn profile.
  • However, most sellers take this time to scroll through their phones, hoping for the best. Donald explains how most sales representatives become lazy prospectors without realizing it. 

LinkedIn Profile

  • Before making a phone call, review the prospect’s LinkedIn profile. Scroll through to see their achievements, recent work events, or posts they’re engaging in. 
  • Donald shares how you can use this information during a phone conversation with your prospects.
  • Hint: Use LinkedIn Sales Navigator during your research!

Multi-Threading in Sales

  • Speaking of Sales Navigator, it’s the ideal tool for multi-threading. Use it to find someone within our prospect’s organization you can engage with and talk to on LinkedIn.
  • Donald shares how to multi-thread within the episode correctly to help you connect with your prospects and close a deal.

Are you a fan of quick, impactful insights? Dive into our five-minute episodes that pack a punch!

Hit subscribe and immerse yourself in the latest trends and updates from the sales world. Our mission? To empower you to double your deal closures by enhancing your pipeline like never before.

Join us for these brief yet potent episodes and say goodbye to lackluster prospecting. Transform into the sales leader you’re destined to be. Let’s do this!


The Sales Evangelist Sales Mastermind

LinkedIn Sales Navigator

Donald C. Kelly on LinkedIn

Sponsorship Offers

  • This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

  • This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

  • This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.


As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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.

About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

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