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The Sales Evangelist

Are you properly preparing for first-time meetings? Failing to do so can lead to missed opportunities and lost sales. 

But don’t worry—in this episode of “The Sales Evangelist Podcast,” host Donald Kelly will share valuable tips on effectively preparing prospects and ensuring a smoother, more productive interaction.

Click play to hear what one of the industry’s top sales leaders says about this essential step in the sales process.

The Importance of Preparing Prospects

  • Donald emphasizes the significance of prepping prospects before meeting with them. 
  • In a world with automated scheduling tools, it’s essential to go the extra mile to personalize and optimize the prospect’s meeting experience.

The Strategy

  • Donald suggests a simple yet powerful strategy to prepare prospects effectively. 
  • He recommends sending a quick video introduction to the prospect, providing a warm welcome, and addressing potential questions or concerns they might have. 
  • Additionally, including specific details about the upcoming meeting and offering personal contact information can further enhance the prospect’s preparedness and engagement.

Enhancing Engagement and Courtesy

  • By implementing this strategy, sales professionals can significantly enhance engagement and courtesy from prospects. 
  • Providing personal contact information encourages prospects to connect and communicate, establishing a more respectful and engaged relationship from the outset.

Overcoming Concerns

  • Donald addresses common concerns associated with this strategy, such as the fear of potential cancellations. 
  • He explains that having prospects inform you of a cancellation is more beneficial, demonstrating their courtesy and genuine interest, rather than dealing with unexplained no-shows.

Recommended Tools

  • Donald recommends executing this strategy using video platforms like Loom, Vidyard, or BombBomb. 
  • Even for those uncomfortable with video, he encourages leveraging these tools to convey the preparatory message effectively.

Ultimately, sales professionals gain a competitive edge by effectively preparing prospects and increasing their chances of closing deals. Join Donald Kelly as he continues to empower sales professionals to thrive and succeed in their endeavors.


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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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