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Succeeding the transition with Donald Kelly

TSE 1274: I’m Succeeding As An SDR But I Don’t Think I Will When I Become An AE

Succeeding the transition with Donald KellyA change in the work setting is a challenging thing since one has to adjust to the new operations and work process. Did you just move from an SDR position to an AE position and you’re feeling lost? Don’t worry. You’ve come to the right podcast episode. 

This heading is a question Donald saw posted on Reddit by a sales rep who is worried about his change in roles. The idea of becoming an AE scared him because he wasn’t confident that he had the skills to become successful and build value. 

Making the transition 

This individual has been in the SDR industry for nine months and is concerned that his success isn’t because of his sales skills but because of his ability to think outside the box. He thinks he’s terrible on the phone and feels that he lacks the ability to connect with clients. He finds it hard to drive business solutions and when he makes the transition to becoming an AE, he’s concerned his lack of experience and skill will get him into trouble. 

Although he’s been effective at finding people, building value, and closing skills as an SDR, he didn’t see these abilities as a win because he was evaluating himself based on how he rated his interpersonal relationship skills and his ability to generate opportunities. You may have felt like this too. So, how do you make the transition to this new position?

The Impostor Syndrome

Impostor Syndrome is also known as head trash. These are the things that we tell ourselves until we start believing them, even when those things are not true. The mind isn’t capable of separating reality from fiction so “what the mind conceives, the mind believes.” 

When we were kids, we could convince ourselves that there was a monster in the closet. The same is true with the head trash. When you tell yourself you don’t have certain abilities, traits, or skills, your mind will believe it and you will find yourself acting accordingly. As a result, you may start messing up your phone calls, stop reaching out on LinkedIn, and you’re not going to take action, all because your body has already started believing the lie. 

Overcoming your head trash

Shift your head trash to confidence and self-affirmation. Say positive things to yourself again and again and rewrite the program. Stop telling yourself you’re going to fail. The mind is very powerful. Start telling it exactly how great you are.  Your body will follow. This is the first step in doing better. 

Now, just because you tell yourself that you’re a good sales rep, it doesn’t mean you will become a great sales rep immediately. The next step is to take action by starting to read books, listening to podcasts, going to training, practicing, and studying industry information.

The impostor syndrome is a common trait in many salespeople, especially those who are just starting. As a beginner in sales, how do you bring value to the table? You may be better in some aspects than others. You may read more books, be more tech-savvy, or have more experience. Holding onto the positives, and seeing good results from your current skill set, will help you get past your head trash. 

Change your belief system 

Changing your belief system will help you adjust your actions and the way you perform. People have a certain swagger and confidence when they feel good about themselves and others can see that. They will see that you’re bringing your best to the table. 

The person we discussed from Reddit has to change his belief system. He thought he didn’t have ample skills to help him become an executive. He forgot one of the most important things a sales rep must learn is how to solve problems and he knows how to do this! He’s already doing the toughest tasks in the sales process, prospecting, and closing deals. 

When a salesperson shifts to an account executive role, he will still have ways to solve problems. A sales rep builds value by learning how to ask effective questions. You don’t even have to be versed in the industry, at least at the beginning. Nobody is versed in every industry when they first start. If you are selling something you don’t have experience with then study and get trade magazines. Learn about some of the content and that your prospects are studying for their business. Once you become versed in the industry, and understand the operations of the business, you will be able to solve problems better. 

Keep learning and solving problems 

Spend time learning the business and look at the deals. Figure out the initial reasons why people signed up for your services and products. Review pain points and check out websites to learn more about clients. Doing your part will help you feel more comfortable in moving forward. 

To move you toward success,  listening and asking effective questions is key. A confident problem solver isn’t afraid of digging deep and asking critical questions. He knows how to be direct and to the point without being offensive.  For example, instead of letting the client close the meeting, it’s best to take the initiative by saying, “Hey, I totally understand that it may not be a good time. When would be a good time for us to meet together?”  Drive down to the core issues and schedule a follow-up. 

Hone your skills 

You may be new to the work you have right now but you just have to keep honing your skills. We are not born to be great SDRs and AEs but we can keep growing. Do not hold back and keep your confidence in check. Challenge your mind to go out every day and do big things. 

“I’m Succeeding As A SDR But I Don’t Think I Will When I Become An AE” episode resources

One of the ways for sales reps to learn how to solve problems is by enrolling in training services and programs such as Dirk Sheep. The program usually costs $549 for a semester but due to the financial constraints that many are facing at the moment, the semester which will begin this April 10 is only offered at $149. This is the perfect time to take advantage of the TSE Sales Training Program. 

If you are interested in more sales stories, you can talk to Donald about it. 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. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

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.

Donald Kelly on lessons from Jamaica

TSE 1257: Three Sales Principles I Learned While Visiting Jamaica

Donald Kelly on lessons from JamaicaDonald Kelly, our podcast host, recently traveled back to his home country, Jamaica. The trip was beautiful and an eye-opener. In watching the work ethic and ingenuity of the Jamaican people, Donald learned 3 key principles that can be used by sellers in the U.S. and abroad. His experience in Jamaica can strengthen and help sales professionals to persevere in their roles. 

Jamaica is a beautiful country. It has beaches and looks to be people with an easy-going lifestyle. People picture Jamaica as a beautiful country but the way it looks doesn’t tell the whole story. It has its fair share of challenges too, just like any other country. The average salary of an individual is $149,000 (Jamaican dollar). That’s $138.72 in the US. People have to learn how to live off a meager income. While it’s not easy, they are still able to make it work. Parents are still able to send their kids to school to get a great education. 

Principle 1: Sell lemons 

Despite its current economic state, Jamaica has a high-quality education system. The challenge is to translate that education into opportunities for the graduates. Many receive their education and leave Jamaica so they have a greater chance to apply their degrees to a career. To do that, they must go to western countries to look for opportunities. Once established in their work, they are able to send money to their families back home. This is the way they can continue to help with their communities even if they aren’t there. 

There are a few who choose to stay but it’s not guaranteed there will be jobs available for kids who graduate from college. There are many things to do after finishing your education, such as paying a mortgage, bills to pay and more. In Jamaica, though, they know that if life gives you lemons, sell it and buy food. Because of tough conditions, Jamaicans are very creative and crafty. 

This is the spirit of the Jamaican people. They know how to make the best out of hardship. The Jamaican people are willing to go through the difficulties and have a good time while going through it. They know how to have fun using music. Jamaicans don’t whine about their situation. Whenever a tough situation comes their way, they figure out how to make it better. 

As a sales professional, there may be times when it feels like your situation is dire but you have options. You can be your greatest catalyst for change. You may feel you don’t have enough leads but the only way around it is to take what you have and make it work. The ability to create something out of nothing is powerful.  In the United States, there are lots of opportunities but you have to have grit and be clever.  

Principle 2: Outwork everyone 

Donald was partly raised by his aunt when his mother came to the United States looking for opportunities. It wasn’t always easy. They had their fair share of struggles. 

His aunt went back and forth to the US and Jamaica. She’d buy items and products from the West and brought them back to Jamaica to sell. Donald’s aunt and his cousins would spend the night setting up the shop and watching over the products. They slept outside the marketplace and would take turns selling. They all hustled together. Everyone in the family was part of the business. 

What Donald saw in his family taught him to outwork everyone else. People who didn’t stay in the market at night didn’t get the prime positions in the morning. They didn’t have the same opportunities to sell because they had taken it easy. 

As a sales professional, you have to out-hustle everyone else. Most importantly, you need to outrun and out-hustle the person you were yesterday. If you closed $5,000 yesterday, then close at $6,000 today. Sometimes we look at others’ pacing and want to run with them without looking at their experience. We don’t look at their length of service. You become better when you beat your old self, not someone else. That’s how you’re going to be better in the long run. 

Principle 3: Be happy 

Learning to be happy and content with who you are is important. A $500 income a month doesn’t go far in Jamaica, and it would certainly be a struggle in the US. No matter how poor people are in Jamaica, however, they know how to be happy and take care of themselves. 

Whatever happens, at the end of the day, you’re still breathing so take the time to count your blessings:  the people in your life, the provision, the shelter, the transportation, the food, running water, and so much more.  There are many different things you can look to in life to be grateful for. 

Successful people didn’t become successful overnight.  Their success took years in the making. Moving toward your own success, you can either do it whining and complaining or you can enjoy your life along the way.  The latter seems like a better choice. 

Live life, love life. Be grateful for your family, for your health, for your loved ones. While money is important, it’s not everything. There are far more important things than material possessions. 

“Three Sales Principles I Learned While Visiting Jamaica” episode resources

Remember to hustle and the three principles: sell lemons, outwork everyone, and be happy. 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. 

We have a new semester beginning on February 14th and we would love to have you and your team join us. Follow this link to apply to the program. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

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.

DeJuan Brown, Mindset, Donald C. Kelly,

TSE 1205: The Accidental Seller Series 2 – “DeJuan Brown”

DeJuan Brown, Mindset, Donald C. Kelly,

This is the second episode of the series The Accidental Seller. There is a more accidental sellers in the sales industry than we know of. In fact, there are about 4.14 million sales professionals in the United States who fell into this career. DeJuan Brown wanted to be a chemist when he was a kid. He also wanted to be a system analyst because he wanted to follow his uncle’s footsteps who worked as a system analyst for Guardian Life for a long time. But in college, he studied Psychology and Philosophy. The mathematics included in studying both Chemistry and System Analysis dissuaded him to push through with his childhood careers.

His view of sales and of the salespeople came about when his father started selling Insurance when he was two years old. Selling insurance then was very different compared to how it’s done today. People are able to sign up online or pay for their premium online but before, selling insurance was a door-to-door sport. His dad would spend hours going door to door collecting premiums from people. Seeing his dad selling made him think that sales was super lucrative on the back end but also super hard at the same time. DeJuan initially thought that salespeople were undesirable. 

The sale stigma 

The perception of salespeople then didn’t change much until today. In fact, stats show that only 18% of buyers respect salespeople. There’s still a bad stigma and DeJuan didn’t want to be associated with it. Salespeople are seen as sleazy and manipulative and even though his Dad is not like that, he came to adapt that view as well. It’s apparent with a car salesman and the salespeople you see in infomercials and TV. People kept telling DeJuan that he’d be good in sales but for him, it was a choice between using his skills for the worse which is doing sales or using it for the best which is helping people through law and other things. 

The accidental seller

DeJuan was doing a variety of things and was moving from one job to another. He ended up waiting tables and bartending. He was good at it and made a tremendous amount of money in it. His friends kept telling him to go into sales because he’s good at selling entrees but still the stigma of salespeople stuck in his mind. The stigma prevented him from considering the possibility until his buddy got a job at Intuit. His buddy convinced him to get into sales and he applied. He got a schedule for an interview and got a part-time job of 16 hours a week doing transactional sales. That’s when he got into sales. He fell in love with the reward of sales and it was the first time that he felt good about serving people. 

Fears in sales 

He had fears and trepidation when he started sales and most of the fear revolved on the thinking that he had to push people. DeJuan wanted to help people. If they want something, he wants to help them get it and if they do not want to get the product and services, then he doesn’t want to push them and he just wants to leave them alone. The fear went away relatively early in the process when he realized that he was helping people. He understood people and all that they have at their disposal. He gave them all their options and made sure that they made decisions based on what they have.

Helping people changed his paradigm on sales audits. DeJuan thought about quitting during his tough times but his experience helped him get through the rough times. When he isn’t at the top of the leaderboard, he thinks of quitting and starting out on another career.

That fact kept him on and motivated him. There’s no such thing as every time you dial, someone picks up the phone or responds to every email. Understanding that helped him control the inputs and outputs. The mindset shift helped him shift his attitude towards selling. His first sale was unforgettable for him. He was consistent with his deals and he was able to enhance someone’s product or their order.

For his first sale, he was able to sell a logo and on the same sale, he was able to add color and shadow. He also offered the self-sealing envelopes on the same order. DeJuan is now in the enterprise industry and connected with Seismic. DeJuan was an accidental seller but if asked if he was going to choose another path, he’d say that being an accidental seller is one of the best things that happened for his career. 

“The Accidental Seller Series 2″ episode resources

Reach out to DeJuan via his LinkedIn and he will also be in the Sales Success Summit. He is also on TwitterGo ahead and hit me up for concerns and questions about sales. You can also reach out to me via LinkedIn, Instagram, Twitter, and Facebook. Use these practical sales tips and let me know how it works for you. 

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. Our next semester starts on November 8 and we would love to have you. 

The episode is also brought to you by Sales Live Miami. It’s an event put on by a group of friends and it’s designed to help sellers and sales leaders improve their sales game. It’s going to be this November 4-5, 2019 in Miami, Florida. Come and join us. You can find more about this event on The Sales Evangelist website. We want you to join us for our next episodes so tune in to our podcast on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. Read more about sales or listen to audiobooks at Audible as well and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Song credits:

Pick. Written By Matej Djajkovski, Martin Hampton; Performed and produced by OBOY

String Thing. Written and performed by Bradley Jay Hill

Projector. Written by Matthew Wigton; Performed by Falls

8-Bit Blues. Written by Bradley Jay Hill; Produced and Performed by Fairlight

Binary Falls. Written and produced by Matthew Wigton and Caleb Etheridge; Performed by Falls

The Menace. Written, produced, and performed by Bradley Jay Hill

Juice. Written by Matel Djajkovski and Martin Hampton; Produced and performed by OBOY

Bellicosus. Written, produced, and performed by Isaac Joel Karns

Lucorum. Written, produced, and performed by Isaac Joel Karns

Audio provided by Free SFX and Bensound.

TSE 1203: One Major Closing Question Youre Neglecting to ask

TSE 1203: One Major Closing Question You’re Neglecting To Ask 


There are times when the sale is almost a done deal but at the end of the day, it’s not pushing through because there’s that one major closing question you’re neglecting to ask. This can happen to everyone, not just for the new sales reps. 

That one closing question you’re neglecting to ask

Let’s take Dave as an example. Dave is a seller who is wrapping up things with Bob in a phone call. Dave gave an amazing demonstration but Bob is being wishy-washy in his response and told Dave that he is still going to analyze internally first before moving on with Dave’s deal. Now, Dave is upset, furious, and blurted out some things. 

Dave could have done things differently by asking follow-up questions. Seeing it from Dave’s perspective, his outburst was understandable. He’s been working the deal for three months and he thought that he already got everything right. He already told his manager about it and he’s pretty excited for it to officially close. He needed this sale to achieve his quota. 

If he remembered to ask the closing question that many neglects to ask, the result would have been different. 

“Would I make  this purchase based on the same information I know if I were the buyer?” 

Based on the things you’ve shared with the buyer, would you have made the decision to make the investment? Many take this for granted because oftentimes, salespeople are shortsighted. 

Focusing on your pipeline 

Having focus is a great characteristic, however, focusing on the wrong thing isn’t. As salespeople, we need to shift the focus from ourselves and our pipeline, rather, we need to focus on our clients and our prospective clients. 

Going back on Dave, he was too focused on himself and the need for impressing his manager. He is a rising star in the company and the deal would be 25% of his quota. Everything was about Dave. Sometimes, a similar thing happens to us. 

We tend to focus on ourselves and fail to show empathy toward the clients. Stephen Covey’s The Seven Habits of Highly Effective People states that the fifth habit of becoming effective is to seek first to understand then to be understood. 

The outcome would have been different if Dave asked himself the closing question mentioned above. Dave was in a difficult situation. He just got promoted and he’s now in the big boy’s league, this means that he’s afraid. The thing is that all these situations that Dave is facing don’t help his potential client solve his problems. Bob has nothing in him to consider shifting to Dave’s offer. If you were Dave, you would have gone a different path. Instead of looking at your fears, you instead looked at what Bob’s company needs. 

Perhaps you’d look at some studies and do some homework about Bob’s industry in relation to the software that you’re selling. 

Reality in sales 

Not every deal is going to close, that’s a universal fact in sales. But when you try to ask the closing question mentioned earlier, you won’t get in an awkward situation. Take for example the close rates, it’s the sales rep’s number of prospects to the number of deals converted. A 25% close rate means closing 10 deals out of your 40 prospects. The average close rate is between 15%-23%. Some people have higher close rates and others have a lower close rate. 

The close rate would increase if we work a little more in asking the tough questions. Salespeople must analyze the situation from the buyer’s standpoint. You can start the conversion process after every call, ask the buyer the same closing question, “Based on what you know, do you feel comfortable moving forward with us to a demonstration?” “Based on what you know, do you feel comfortable moving forward with us toa proposal?” Do this in every step of the process. 

The closing question you’re neglecting to ask should be given priority now. Ask yourself and the buyer that question. Find more of your ideal customers and have more meaningful conversations with them. Don’t be afraid to ask questions. 

“One Major Closing Question You’re Neglecting To Ask” episode resources

Go ahead and hit me up for concerns and questions about sales. You can also reach out to me via LinkedIn, Instagram, Twitter, and Facebook. Use these practical sales tips and let me know how it works for you. 

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. 

The episode is also brought to you by Sales Live Miami. It’s an event put on by a group of friends and it’s designed to help sellers and sales leaders improve their sales game. It’s going to be this November 4-5, 2019 in Miami, Florida. Come and join us. You can find more about this event on The Sales Evangelist website. 

We want you to join us for our next episodes so tune in to our podcast on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

Read more about sales or listen to audiobooks at Audible as well and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound.

Thomas Steenburgh, New Products, Donald C. Kelly

TSE 1197: Effectively Sell New Products To Current Customers


Thomas Steenburgh, New Products, Donald C. KellySalespeople often ask how to effectively sell new products to current customers. Some clients are satisfied with the current service they’re getting and they’re not keen on investing in another one. There is a way through this sales ordeal. 

Thomas Steenburgh teaches business marketing and sales at the Darden School of Business. He’s also an administrator and has stayed with the school for seven years. 

His team did a five-year research project on how to effectively sell new products to customers and what’s so hard about it. 

Looking at the problem when selling new products

Thomas’ team looked at various factors:

  • The different ways people sell
  • The types of people who excel in the process
  • The organization’s structure
  • The culture that the companies/organization create

The combination of these processes which is finding the right process, finding the right people, finding the right organization, and finding the right culture is the key to making this happen. 

Challenges with new products

If given a choice, most sales reps would love to sell new products because it gives them an advantage at the clients’ accounts. The question, however, is if they’d continue to put the same amount of effort from beginning to end. 

Selling new products takes a lot of energy and more time. Thomas and his team found out that selling a new product takes about 30-40% more time as opposed to selling an extension of a line. On top of that, sales reps need to meet with a lot more people in the buying process and develop a different network site to be able to sell. 

It is very resource-intensive. 

On the customers’ side, when you’re selling a new product, everybody wants to talk to you because people naturally want to know what’s going on in the marketplace. 

Sales reps become hyped due to the attention but not for long. 

When the reality sinks in, they’ll realize that there’s a change in the buying organization. It’s actually late in the sales cycle. This is problematic from the seller’s perspective. What felt like traction would suddenly feel like getting stuck in the mud. Sales reps aren’t making any progress beyond the hype, they become discouraged, and eventually stop devoting effort in selling the product. 

When you face resistance, your numbers don’t go down quarter to quarter. What happens is that it becomes harder to figure out how to make that sale and investment. But if you persist, the effort will pay off in the long run. t can be difficult to make that commitment to selling new products when you have numbers to think of but in time, you will get there. 

New products take a while to sell

Thomas’ research on several companies that did well shows that new products take a while to figure out how to sell. There are a couple of different types of mindsets for reps. One is the performance mindset sales reps who think of the quarterly numbers and the one who gets the joy out of learning and solve problems. 

Research shows that the trajectory of sales from these two mindsets is very different. Performance reps don’t invest in learning the product right after launch. The sales go down initially because they failed to learn how to sell the product. For learning-based reps, there’s a big drop early on because they spend that time learning the product instead of selling and marketing the product. 

In the long run, the sales of the performance reps recover but they go up only so much. For the learning-based reps, their sales go up at a rapid pace but it’s very late after the launch. 

Learn how to effectively sell new products to current customers by finding the balance. 

Finding the balance between selling and learning

What this reminds us is the need to find a balance between these two sales reps. Find sales reps who go out and learn how to sell the product at the same time. Sales leaders need to give their sales reps ample time to learn the product, figure out how to work their clients and their pain points, and know the objections that may occur later in the sales cycle. After that, bring them back to the firm and redesign the sales process to sell the new product. 

Most marketing teams throw the product over the wall then disappear. Sales reps are left to figure things out themselves. Somewhere in the sales organization, sales reps are bound to dedicate some time to learn how to sell and anticipate objections later on. Not all sales reps are willing to devote their time to learning, so sales leaders should find the right person who is willing to learn and put in the time. 

Most sales training for new product launch often focuses on features and benefits, not on the marketing trends. The training doesn’t include changes in the buying process. 

Clients’ perception matters

One example is a company moving from old-line media to digital media. Their sales force was asked to sell new digital ads in this new space. They had the knowledge they needed but they were worried about how to interact with the clients because they hadn’t interacted with them before. 

The manager saw this problem and he approached the team differently. He had a two-pronged approach. He invested time in learning and figuring the market trends and where the marketing was going. He tried to look for ways these trends could help his sales reps sell the new product to their clients. Aside from that, he coached his team to figure out exactly what their job was. He asked each of them to write down their roles in the business. 

This taught Thomas how much emotional component there is in sales. Even when sales reps are thick-skinned, they’re still worried about how clients see them. 

They want to look good and they want to be an expert in front of their clients. 

Going back to the example, the sales reps of the company weren’t confident with just the knowledge of the product. They were only able to go out when they had the right type of market knowledge. 

What matters: 

  • Figuring out what’s different about the sales process
  • Knowing what your roles are in the sales process
  • Knowing how to make a difference in your clients’ business
  • Encouraging people that they have all the resources they need

When sales leaders and sales reps consider the factors above is when things can start to take off. 

It’s not always the one on top

Another research result shared by Thomas is that it’s not always the best overall performing rep that becomes the leader in selling the new product. Sometimes it’s someone else from the team. If somebody figures out how to sell the product fast, you need to share the knowledge and the best practices at some point to the rest of the sales team. 

Sales culture is important to be able to effectively sell new products to current customers. Companies need to take a long-term perspective on the sale. Give your sales rep some space to figure out how to sell the new product and let them invest in learning. 

The best performing reps focus deep on the sales process and ask questions about how the new product is beneficial to the clients. 

Best performing reps focus deep on the sales process while average reps focus on the immediate thing. #SalesFacts

Focus on learning first then move on to performance. 

“How To Effectively Sell New Products To Current Customers” episode resources

Stay in touch with Thomas Steenburgh. You can find all of his information on his academic page. Do you have sales concerns and questions, don’t hesitate to reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook

This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a program designed to help sales reps get from where you are now to where you can be in the future. This course is an aid for salespeople to become better in asking the right questions, presenting solutions, and closing deals. 

Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

Read more about sales or listen to audiobooks at Audible as well and explore this huge online library. Register now to get a free book and a 30-day free trial. 

If you like this episode, do give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify. We produce high-quality podcasts weekly so make sure to subscribe to get more of these sales talks that matter! Share this with your friends and teach them how to subscribe as well. 

Audio provided by Free SFX and Bensound.

Cold Calling, Omnichannel Outreach, Fred Diamond, Donald C. Kely

TSE 1171: Helping Your Sales Team Perform Their Best

Cold Calling, Omnichannel Outreach, Fred Diamond, Donald C. Kely

I sat down with Fred Diamond at Podcast Movement 2019 to discuss the keys to helping your sales team perform their best. Fred is the host of Sales Game Changers Podcast and today he turned the microphone on me and allowed me to share the things I’ve learned during my career in sales. 

The Sales Evangelist

This podcast resulted from my own struggle as a B2B seller. Because of my own struggles, I wanted to help new and struggling sellers improve their sales game. I wanted to educate people who were in the same shoes and help elevate their performance. 

As The Sales Evangelist podcast grew, people in our community of sellers reached out to me for sales coaching. I started with one-on-one coaching for reps, and then those reps took their training back to their companies, and I started hearing from entrepreneurs and other business owners who needed to replicate themselves so they could scale their companies. 

I launched into the consulting side and helped businesses set up their sales teams. Eventually, that led to speaking opportunities and other things, so in 2015 I left my full-time job to do The Sales Evangelist full time. 

The podcast didn’t make money on its own, but it did generate leads and coaching opportunities and speaking and consulting gigs. Now, though, it generates its own income. 

Sales career

I got into sales before college, partly because my entire family was involved in sales. As a Jamaican boy, I grew up in a setting where everyone sold something. I didn’t see it as sales, necessarily. I simply saw it as the family business. 

I’m naturally outgoing, so people told me I’d be perfect in a sales career. That continued through college where I struggled to find a sales program. 

Eventually, I got a couple of sales jobs in timeshares and door-to-door that involved B2C selling. I made about $20,000 in three months selling door-to-door over the summer during my first year. 

When I transitioned to the professional world of selling, though, I struggled. 

Lessons learned

One of the things I learned selling door-to-door was the value of working smart. I saw people who worked hard but who weren’t effective, so they got burned out because they continued doing things that were ineffective. Those who hustled, on the other hand, worked efficiently and they practiced their messaging and they stopped doing things that didn’t work. 

I learned that I had to be willing to move on when a sale didn’t work out. 

Eventually, I moved into a BDR role in a B2B company, and I brought that need to work efficiently and plan my activities because it was a full-commission job. 

Time is money, and I needed to pay rent. 

During my time at the IT training company, Steve Hatch took me under his wing. He was the CEO of the company, and he taught me both the sales and the business sides of his company. In several cases, he did that by throwing me into the deep end. 

We were trying to work a deal with a local NPR station and he helped me learn to lead the deal and negotiate the deal. He helped me see who I could eventually become. 

Sales challenges

Current sales reps face a number of challenges that are unique to the kind of setting they operate in. Most of the ones I meet with struggle with prospecting, and with prospecting effectively. 

Many learn that cold calling is dead, for example, but they work for companies that were built by cold calling. Their leaders want them to engage in cold-calling but others tell them it’s ineffective, so they feel pulled in different directions. 

At the same time, many sellers struggle with the idea of social selling in which they engage with people on social media. They often don’t have the confidence to do it effectively, so they wait for inbound leads to come, and though they do often come, it simply isn’t enough. 

I constantly give training on how to use LinkedIn and how to take advantage of cadences and flow processes for outreach. 


Multichannel outreach, sometimes called omnichannel, matters the most in prospecting. When I work with sales reps, I encourage them to begin their interactions on social media. Make a genuine connection with people as a starting point. 

Understand that genuine connection doesn’t mean you simply “like” something that they posted or shared. Instead, engage with that person. If someone comments on something you share, take that conversation to the inbox next and tell him how much you appreciate his comment. Then, once you’ve built that connection, you can move the conversation to a phone call. 

Now you’ve created a warm, engaging connection. 

Then, for enterprise sales, you can even take advantage of snail mail to send them something to grab their attention. We created a Willy Wonka style ticket and invited them to join us for our demo. We sent sodas and snacks and a Starbucks gift card. We spent about $12 for each of three boxes and landed about $100,000 worth of deals. 

Sales tips

I read a lot of books in an effort to improve my game, and one of my recent favorites is Mike Weinberg’s Sales Management. Simplified. because he focuses on fundamentals. For me, mastering those fundamentals is the key to moving to the next level. Aside from prospecting, asking appropriate questions makes a big difference as well. 

For sellers who know nothing about their buyers, pipelines won’t matter at all. We’re skipping the discovery process and we’re missing a chance to ask meaningful questions and demonstrate our expertise. 

Related to that topic, time management presents a big struggle for sellers right now. I attribute my continued success to planning. In fact, I’ve created a selling planner because I couldn’t find one that I liked. 

I read a book by Kevin Kruse called the 15 Secrets Successful People Know  and another called The 12 Week Year related to time management. A lot of sales reps throw as many things as they can on a calendar in hopes that they can maximize their time. 

Instead, I break my day down based on categories to measure my effectiveness. I separate sales activities, marketing activities, and operations. I tracked those activities for a week to see where the commonalities are and which tasks I’m repeatedly doing. Then, I eliminated tasks that my team could do for me so I could focus on sales-related tasks. 


Do a three-minute prep prior to each sales call. If you have a focused list of clients, consider hiring someone to do research on each of those clients. Find out the following:

  • How does this company make money?
  • What challenges do they have that they aren’t even necessarily aware of?
  • What common challenges are they facing?
  • How does this person I’m going to call help the company make money?

If you can help your customer achieve his goals, you’ll be so much further down the path. The process isn’t about you.

Someone is going to solve your customer’s problem. Why don’t you figure it out first and be the first to provide the solution?

“Helping Your Sales Team Perform” episode resources

Connect with Donald on LinkedIn. Also check out the Sales Game Changers Podcast.

 If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit to learn more and register! 

You can also connect with me at or try our first module of  TSE Certified Sales Training Program for free. This episode has been made possible with the help of  TSE Certified Sales Training Program, a training course designed to help sellers in improving their performance. We want you guys to go out each and every single day to find more ideal customers and do big things.

I hope you like and learned many things from this episode. If you did, please review us and give us a five-star rating on Apple podcast or in any platform you’re using – Google Podcast, Stitcher, and Spotify.  You can also share this with your friends and colleagues. 

Audio provided by Free SFX and Bensound.

Donald Kelly, Stephen A Hart, The Sales Evangelist

TSE 1000: The Sales Evangelist 1000th Episode with Donald C. Kelly

Donald Kelly, Stephen A Hart, The Sales Evangelist

It’s The Sales Evangelist 1000th episode and Stephen A. Hart from the Trailblazers.FM Podcast is conducting the interview while Donald Kelly answers the questions.

This podcast started five years ago after Donald attended sales training to try to improve his performance. He started seeing some gains, and he figured the very least he could do was tell other people what was working for him.

He realized along the way that he would get to interview great guests like Jeffrey Gitomer who would share a wealth of information and he was hooked. Donald wanted to share sales content that would help himself and others at the same time.

Blessings and opportunities

The greatest benefit to a podcast like this is the relationships you build. There’s a camaraderie and people want to help each other. [05:50]

Perhaps it’s because the medium is so new, but a lot of podcasters are connecting with each other to share experiences.

People have become like family, and many business opportunities have emerged from it.

There’s a whole crew of people in the background who help create the content, and it’s blessing people along the way.

After Donald jumped ship from his full-time job in 2015, this lifestyle business allowed him to travel and speak in different parts of the country, and it all stemmed from the training and consulting that has developed.

10,000 hours

The podcast is officially five years old, which amounts to about 10,000 work hours. According to Malcolm Gladwell’s theory that it takes 10,000 hours to become an expert, Donald is officially an expert podcaster now.

The story started when Donald was working at a software company in Boca. His plan was that at the three-year mark, he wanted to go back to grad school for an MBA. [10:11]

The other alternative was that he would launch a startup.

TSE started as a hobby because Donald had done B2C in high school and college. Now, he transitioned to B2B, but he didn’t know how to talk to people or set up business opportunities.

His company provided training and he discovered a love of teaching and an excitement about the content he had learned.

He paired his love of teaching and his desire to be the center of attention, and it was a perfect marriage. Edutainment allowed him to educate and entertain at the same time.

Birth of a podcast

Jared Easley introduced Donald to the world of podcasting despite the fact that Donald knew nothing about it.

He started by listening to Seth Godin’s Startup School, a podcast that featured Seth guiding 30 entrepreneurs through the process of launching a dream business. [11:46]

He was still debating startup or college, and he realized that a startup didn’t have to mean developing a product. Donald didn’t see how the podcast was going to make money, but he launched it as a hobby.

The platform existed six months before the podcast did, but Donald recalls that he had to get over the worry and just pull the trigger. He had to stop worrying about how it would sound and what people would say about it.

He eventually decided that he had something valuable and he needed to share it. When he got out of his own way, the money started coming in.

When Donald started producing content that benefited the people around him, people started to raise their hands and seek his help.

Lessons learned

Donald calls episode 1 cringe-worthy. He says he was nervous and afraid throughout it. He was self-conscious about his voice, and he didn’t own his personality. [15:29]

Donald also wishes he had done video much sooner. He was afraid of the comments people would make and that fear kept him from producing video.

Donald also wishes he had known that people don’t know what you have to offer until they know what you have to offer. He was afraid of sounding pushy, so he was apprehensive about sharing what he knew.

Take more action. Get out of your comfort zone. Get out of your own way.

Despite the late start to the video world, TSE is getting into video now, so it’s better late than never.


Donald points to the burned-ship theory that dates to sailors who were either going to burn the ships and win the battle or die on the seashore. There was no escape.

If you’ve burned the ship, there’s no alternative, so you have to make it work. Those men are the master of their own destiny.

Although Donald could still be employable in the sales realm if necessary, he doesn’t want to use that as a parachute. [19:27]

The “no’s” can’t hinder him. He either has to conquer or die.

He realizes that the “no’s” aren’t personally directed at him.

Your “why”

Donald’s desire to provide for his family drives his passion and his motivation. He wants to make things happen so that his family never has to be in the predicament of being homeless again. [21:50]

Those dark moments such as the first lull in listenership can plague podcasters.

Although numbers are great for measuring, Donald got too focused on the numbers. He started to compare too much and he neglected his own community.

When the website was down for a prolonged period in 2016, he started to feel tremendous stress. For 1-2 months there was no new content.

He worried about losing listeners and the huge setback that might come. He wasn’t sure he would be able to continue because there were so many technical problems.


You can’t succeed in a silo. Name any company and you can almost guarantee that they had help from some outside forces. [29:17]

The term entrepreneur is deceptive because there’s really no single person who creates a business. Donald avoided asking for help because he was embarrassed and he thought he was supposed to know how to solve the problem.

Advice and discussion help people share their burdens and to recognize that they can benefit from other people’s input.

Top takeaways

People who succeed do so because they partnered with others for good. There are people who are willing to partner strategically to make things work. [31:57]

All of his guests who have had success did so because they found synergy in the people they worked with.

Look at Henry Ford and the number of companies that spawned from his invention. Tire companies, radio companies, and other companies developed because of it.

You can’t be a lone wolf and you must be willing to admit that other people might be able to do things better than you can.

TSE is writing for HubSpot now and has been mentioned in Entrepreneur and Inc. Magazine because Donald was willing to reach out.

Don’t be afraid to sell yourself. People in post-recording conversations advised Donald that he was charging too little.

Customers aren’t paying for one hour of guidance or coaching. They are paying for 15 years of experience. [35:23]

Be aware of your worth. If you undervalue yourself, no one will willingly pay you more. Ask for more than you’re comfortable asking for.

Always push yourself for bigger and better things.

Once you push outside of your comfort zone, you’ll evolve. You’ll find yourself doing things that once scared you.

Emotional rollercoaster

Preparation helps us avoid the emotional rollercoaster of sales. October Donald should be helping December Donald. Salespeople must plan much further out than they can comfortably do. [38:50]

If you know you need 5 deals, you should put 7 or 8 in your pipeline. Never ease up off the gas. Have a systematic approach.

When Donald coaches people, he helps them see beyond the now. He helps them develop a system that prevents lulls.

Healthy competition

Donald remembers wanting to be included on a list of top sales podcasts. [44:01]

He refers to the power of “coopertition,” where people become allies.

As a track athlete, he learned that when you’re turning back to see where other people are, you aren’t aerodynamic anymore. You lose your focus and you slow down.

Instead of looking to see where other people are, look toward the finish line. Compete against your own yesterday instead of competing against others.

Future of TSE

The Sales Podcast Network will continue to grow and offer a community of salespeople who will encourage one another. [50:57]

If TSE ever gets boring, maybe the day would come when it would be “sunset.”

TSE will continue to grow. The goal on sponsorship side will eventually separate so that the training organization will separate from the media company side.

TSE will seek to double its revenue, and ultimately the platform will be bigger than just a podcast.

TSE has been a huge influence in the podcasting space by encouraging those people who are in the community.

The Sales Evangelist 1000th Episode resources

Connect with Stephen A. Hart and check out his  Trailblazer.FM Podcast.

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. It allows you to set it and forget it. Your prospecting will never ever be the same.

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

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

You’ll receive real-time alerts anyone opens an email or clicks a link.

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

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.


Donald Kelly, The Sales Evangelist, Sales Tools

TSE 847: My Two Newest Sales Outreaching Tools

Donald Kelly, The Sales Evangelist, Sales ToolsThe odds are not in your favor. There are 100,000 ideal prospects in the U.S., but there are also 100 competitors. You aren’t sure when your prospects will be ready to buy. You aren’t even sure if they already have a solution to the problem you’d like to help them solve.

But what if you had a tool that would let you know when a particular prospect is ready to buy what you’re selling? Today on The Sales Evangelist, we’re talking about my two newest sales outreaching tools that will help you connect with prospects.


If you’re doing outbound sales and you want more information about your prospects, LeadGibbon can help you get the information you need.

Even if you have the paid version of LinkedIn, and you’re using it together with Sales Navigator, you aren’t guaranteed you’ll be able to get the information you need about your prospects.

LeadGibbon is a Google Chrome plug-in for your LinkedIn. With it, you’ll be able to pull individual information from a LinkedIn profile and gain more information about your prospect.

Say you’re looking at Donald Kelly’s profile. LeadGibbon pulls the company name, phone number, and email address for the profile you’re viewing.

You can save the information to a plug-in, and the plug-in can extract the information and add it to a Google Drive folder.

You do a search through Sales Navigator and you want to get a phone number. LeadGibbon can pull up the phone number for the organization or individual.

Although it isn’t 100% perfect, it does save tons of time, and it helps with marketing efforts because I have a list of my Dream 100.

I can add them to my CRM via CSV file. It helps me find publicly-available information about my prospects.


Imagine being able to narrow your contact efforts to prospects who had already “raised their hands.” Whether they visited a profile on LinkedIn, or visited your competitor’s website, they have indicated an interest in what you’re selling.

The LeadSift team will help you figure out the best keywords and the best strategies to find the ideal customers in your industry.

It will likely take a couple of tries in order to find the right combination, but once you find it, you’ll have leads pouring in.

Then, you can share LeadSift with your marketing team. You can craft a campaign that includes having your them reach out to your prospects on week 2 or 3.

“Sales Outreaching Tools” resources

The book Stop Selling & Start Leading: How to Make Extraordinary Sales Happen keeps salespeople from having to shoot in the dark. It prevents them from guessing how to build value, because buyers are telling us to stop selling and start leading.

There’s a reason I continue suggesting the book, Stop Selling & Start Leading from our sponsors at Wiley. It’s a fantastic blueprint of all the things buyers say they expect from sellers and want from sellers.

I’m so convinced of its message that I’m offering a free excerpt of the book so you can check it out.

Leave us a review wherever you consume this content and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX.

Donald Kelly, Success, Sales, TSE Hustler's League

TSE 785: TSE Hustler’s League-“Track For Success”

Donald Kelly, Success, Sales, TSE Hustler's League

As you know, TSE Hustler’s League is an online group sales coaching program where we can share our best practices and learn from each other.

During this episode, I discuss the importance of keeping track of your ratios to perform better as salespersons.


  1. Have an initial contact in the form of a phone call or email. Something you can do to grab their attention.
  2. Next goal is to set an appointment.
  3. Start having discussions.
  4. Educate your prospect. Help them understand and establish their need. Build value
  5. Present your solution.
  6. Review the proposal with them.
  7. Sign the agreement and onboard them as a new customer.


Break down your sales quota annually, quarterly, monthly, weekly and daily as well as the number of outcomes you need to achieve.

You should understand your ratios.

This will make forecasting easier and help you perform well.

As you start tracking your day to day performances, you might increase your ratio. Stop guessing and fine-tune your pitch!

Episode Resources:

Check out the TSE Hustler’s League.

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.

Facebook group The Sales Evangelizers

Donald Kelly, Sales from the Street, Sales, TSE

TSE 784: Sales From The Street-“Whatever It Takes”

Donald Kelly, Sales from the Street, Sales, TSE

Do you give up easily on your prospects when you’re not able to get a hold of them? Do you walk away when someone says “No?”

In today’s episode, I share about a principle that can help you make more effective decisions and get you to the next level in your selling career.


What separates top-performing sellers from the rest is their tenacious drive. They have the “whatever it takes” mentality. They have a deeper desire. They want to be the best.


  • Call again until you get a hold of them.
  • Send snail mail or thank you cards.
  • Change the way you do your presentations.
  • In a demonstration, call and speak to everyone who’s going to be a part of that demo. Make it more effective and meaningful.
  • It takes more work but the results will pay off in the long run. Don’t just go in there and do the bare minimum. Get out and make it happen! Don’t just listen, apply it.


  • Are you doing whatever it takes to stand out?
  • Have you been reaching out to your prospects on social media?
  • Are you reading their books?
  • Have you been doing your research about them?
  • Have a “Why.” Let this be your fuel that gets you up and moving.
  • Be competitive.
  • You can do a lot more. Push yourself to the next level. Make sure you put everything in, whatever it takes!

Episode Resources:

Check out the TSE Hustler’s League.

The 12 Week Year by Brian P. Morgan and Michael Lennington

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.

Amy Franko, Relationship, Hiring, Sales Results, HR

TSE 783: Elevating Relationships For Sales Results

Amy Franko, Relationship, Hiring, Sales Results, HRAs a business owner, it’s crucial that you give value to your team and your prospects.

During this episode, Amy Franko shares with us the importance of putting people first. Listen and learn how you can elevate your relationships with the people you work with as well.

Here are the highlights of my conversation with Amy:


If you are a an entrepreneur, it takes the right people doing the right things consistently to create the sales results that you want. People come first. Equip them with the right mindset, skill set and tools and they then will elevate the organization’s results.


It’s not something we intentionally do. Sometimes it gets lost in the mix because there’s so much pressure to produce results or land the next big client.



  • 1 rockstar – Overachiever. They don’t need a lot of direction
  • 3 people – These fall in the middle zone. They produce some results. Some are close to hitting their number but are not quite there.
  • 1 participation trophy – They are there in body but their mind is somewhere else. They are not self-motivated and self-directed.

It only takes one person to drag down the results of the team. If you can elevate those 3 people and get them creating results by investing in them, that’s where you have an opportunity to elevate results.


A team composed only of rockstars might drive you crazy. It comes down to team dynamics. 5 rockstars may be a challenge. A mixture of different personalities is important.


For participation trophies, find another space in your organization where they are better suited or they need to find another opportunity outside your organization.

Your role as sales leaders becomes that coach and advisor and putting together the right team of people. This can be challenging for a business owner who’s building his first team and who’s used to selling on his own.

It starts with your hiring practices. Step out of that seller role and turn into that role of coach and advisor. Then, make sure you’re making an investment in learning and development for your team.


Look for people who interview well. It can be on both sides, as a sales leader and as a person coming in the door.


  • Do you have the right processes in place to create a successful environment for this person?
  • Do you have the right onboarding processes?
  • Do you have the right systems and structures in place?

Look for proof that they have been successful in a similar environment. Let them share their contacts to prove that they have relationships in that field and they’re not completely starting from scratch.

Look for proof points that they have been able to prospect well and open the door to new opportunities. Let them prove that they know their stuff.


Look for any kind of connection to that person. If there’s something you share in common, that can elevate you.

Create and facilitate forums for your target groups. Don’t sell them to them. Create value for them and help them build relationships. That will eventually bring you business opportunities in the long run.

Be the connector. You are the bridge between people and resources. Create relationships.

Amy’s Major Takeaway:

Define what valuable sales results means to you whether you’re a sales leader or a seller. Also know that the value of your sales results is a direct result of the value of your relationships.

Episode Resources:

Check out the TSE Hustler’s League.

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.

Modern Seller by Amy Franko

Amy Franko on Linkedin

Donald Kelly, Follow Up, Proposal, Closing

TSE 782: How Can I Follow Up After I Send The Proposal?

Donald Kelly, Follow Up, Proposal, ClosingHave you followed up plenty of times and not heard anything back? Did they go radio silent after you gave them the proposal?

During this episode, I highlight the importance of continuing the conversation with your customers.

Listen up and learn how you can effectively follow up as salespersons.


  • Don’t wing it. It’s never going to work. Come to the table prepared. This requires understanding the buyer’s journey.
  • Who’s the ideal customer?
  • What is their buying process? How do they purchase?
  • List the top 3 challenges that they have.
  • What do you need to ask in the first appointment?


  • In the first appointment, give them something that they can hold on to.Send a calendar invite. Have a clear next step.
  • Get their cellphone number. Usually, people don’t answer an email as quickly as a text message.
  • Give them a piece of content that can help them in their buyer’s journey. Use this as a follow up piece in case they don’t show up.
  • Grab their interest. Make sure they respond. Keep them involved. Get them invested on the next meeting all the way down to the pricing. Build value and they will stick around.
  • Ask them for a Non-Disclosure Agreement or something that will get you involved in their process. This will show a level of trust and respect.

Episode Resources:

Check out the TSE Hustler’s League.

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.

Personalized Email, Bulk Email, Highrise, Basecamp, Nate Kontny

TSE 781: How to Personalize Your Outreach in Bulk

Personalized Email, Bulk Email, Highrise, Basecamp, Nate KontnyNot getting replies from customers? Are you wondering why, after sending tons of emails, only a few are showing interest?

In today’s episode, Nathan Kontny shares with us the challenges salespersons face when outreaching as well as some personalized outreach strategies for you to see great results.

Here are the highlights of my conversation with Nathan:


Trying to meet customers requires too much time. Too many people try to take shortcuts and rely on these new systems that do the work for them. And they keep making mistakes and don’t work most of the time. It’s invading a lot of people’s outreach.

People start distrusting you in the long run. Word of mouth gets really bad. Care for and understand who you’re going after and be effective at that.


  • Stop sending the same email that you crafted years ago as part of an email sequence. Freshen these things up all the time. Change the templates that you use when sending out bulk emails everyday.
  • Personalize emails you send to customers. Make them feel they’re real people.


  • Send them an actual custom thing. Attach a custom video to your email. Use the person’s name. Make actual conversations with them.
  • Send handwritten Christmas cards. Send packages in the mail. It may cost you and may take some work but the results are significant.
  • You can do this for a few select people. You can’t get everyone but you can focus on some. You don’t need to be big, you just need to be good.


Treat people the way they want to be treated. Some people want to get phone calls while some prefer to get emails. Focus on the needs of the prospect.


  • Provide what you can do over video. Practice being comfortable in front of a camera. People want to see videos and how things are done.
  • Don’t push for one channel. Give your customers the channel that they want. Be flexible!


Tweak and personalize your emails all the time. Open yourself up a little bit to the people you’re outreaching to. Let them know that you’re a human on the other side!

Episode Resources:

@natekontny on Twitter

Nathan Kontny on Youtube


Check out the TSE Hustler’s League.

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.

Facebook group The Sales Evangelizers

The Ultimate Sales Machine by Chet Holmes

How I Built This podcast by Guy Raz

TSE Hustler's League, Donald Kelly, Sales, Ideal Customers

TSE 780: TSE Hustler’s League – “Where to Find Your Ideal Customers”

TSE Hustler's League, Donald Kelly, Sales, Ideal Customers

As you know, TSE Hustler’s League is where we can learn from each other, get accountability among ourselves and see the performance and improvement of each member.  

In today’s episode, I discuss the importance of knowing your ideal customer and how you can find them.


List 3 industries you can focus on the most. This way you can point out issues. You want people to remember you so they can refer friends to you. This makes marketing so much easier.

Focus on the ideal customer and how you can guide them down the path. Have that focus because it helps everything else with your marketing.


Look at the best customers now. Look at the ones who give you testimonials on your website. Find others like them.


If you don’t have one, go to your competitor’s website. Look at their case studies. Look at their ideal customer profile. Take note of their issues and problems and outline everything for you.


Do an interview with one customer. Find out the challenges that they have. How did you help them make money? What’s their demographic? How much money do they make? What conferences do they attend? These are some questions you can ask them.


Use this avenue to find customers. Check your competitors’ social media profiles, their customers and people that they’re following.

Episode Resources:

Building a Story Brand by Donald Miller

Check out the TSE Hustler’s League.

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.

Facebook group The Sales Evangelizers



Donald Kelly, Sales from the Street, Leadership

TSE 779: Sales From The Street-“Personal Invite”

Donald Kelly, Sales from the Street, LeadershipNot getting the results you’re looking for? Are your activities not getting a lot of turnout? 

In today’s episode, I share about how my involvement as a bishop in our congregation has taught me to personalize my message, my struggles, and how this non-traditional sales situation has helped me in my career as a sales professional.


As a leader in any organization, you have to grow your organization. Sell the concept. Continue to bring people back and keep them inside your organization.

Send emails to different groups. Invite them to activities.


  • Personal invitation – Send personal text messages to individuals and not to multiples. Make personal phone calls. Take the opportunity to know each individual.
  • Role assignment – Get people involved in your activities. Say for example in a sales demonstration, have them invite other people.


Figure out a way to capitalize on personalization. Drop a personal email when it’s someone’s birthday. Share something valuable when someone gets promoted.

Notice a greater increase in your activities’ attendance. Get bigger results!

Episode Resources:

The 12 Week Year by Brian P. Morgan and Michael Lennington

Check out the TSE Hustler’s League.

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.

Emily Ann Peterson, The Sales Evangelist, Bravery

TSE 778: Why and How You Need to Develop Bravery as a Seller

Emily Ann Peterson, The Sales Evangelist, BraveryAs a sales professional, one of your biggest hurdles is how to be brave especially in the face of rejection.

During this episode, Emily Ann Peterson shares with us how she tackled her obstacles as a musician and how she used her creativity as an instrument to build her business.

Listen and learn how you can be creatively courageous as a salesperson as well.



  • Bravery starts really small. Oftentimes, you don’t see or acknowledge that that was bravery. Practice or enforce those mindsets and choices and they will become bigger.
  • The bravery that you see in others is the result of years of building on it. You learn how to be brave as early as childhood if you foster an environment for it to be practiced.
  • Your emotional well-being greatly affects your ability to close the sale. You are not your emotions. You can choose the way you’re feeling. Acknowledge which parts of your situation you can control.


  • You have to experience failure. Acknowledge important pieces of information, like why a client said “No.” Learn from those mistakes.
  • If you just met a customer for the first time, start from ground zero. Listen to them. Don’t jam your product down their throat.
  • Respect the boundaries that exist especially if they’re not your own.


  • Mentors encourage you and acknowledge your skills.
  • Hold on to and access these pieces of encouragement every time you face rejection.


  • Songwriters boil down a story to 3 minutes and bring a listener in from ground zero. It’s all about the story and the ability to communicate with the audience.
  • Songwriters choose to leave out names, add extra colors of words or add textures of instruments to empower that story. You have to do the same thing as marketers and communicate to your market in an effective way.


3 main ingredients of bravery

  • Vulnerability – Start from a place of honesty. Acknowledge what’s at stake. Don’t hold those emotions back.
  • Imagination
  • Improvisation

Episode Resources:

@emilyannpete on Instagram

Barenaked Bravery: How to be Creatively Courageous by Emily Ann Peterson

Check out the TSE Hustler’s League.

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, Prospecting, Fear of Rejection

TSE 777: Don’t Lets Your Fears Keep You Stuck

Fear, Prospecting, Fear of RejectionAre you afraid of cold calling? Are you afraid of reaching out a new customer? Or are you scared to try out a new position in your organization? How about following up on a customer who hung up on you?

Today, I talk about some fears that could be holding you back and how you can hopefully overcome them.

What is FEAR?

Fear is this belief that someone or something that is likely to cause us harm or pain. We have these feelings in our hearts and minds that we conjure up with our imagination that causes us to have fear.

Phobias come in many forms and they’re basically irrational fears.

Personally, I had this fear of riding elevators because I was afraid of getting stuck in a small place. It’s because of a show I watched where someone got stuck in the elevator. And that just kept going in my mind.

The way fear works is we tend to focus on the negative side of things.

Overcoming Fear

I learned to get over my fear of riding elevators when I went to a debate tournament in New York City in 2000 and I pushed myself to ride the biggest elevator at the World Trade Center.

The result: Nothing happened. We got to the top and the view was amazing.

Case in point: Your fear isn’t really founded on anything. Usually, what you fear of the most doesn’t actually really happen!

Phobias as Sales Professionals

Sure, you could be scared of the thought of being yelled at or rejected, but what’s the worst thing that can really happen?

You can focus on the negative but you can also focus on the POSSIBILITIES!

What if the deal could actually happen? What if they’re actually interested in your product/solution or that you land an appointment. You take the management role. See, the opportunities are endless.

Episode Resources:

The 12 Week Year by Brian P. Morgan and Michael Lennington

Check out the TSE Hustler’s League.

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.

Facebook group The Sales Evangelizers

Donald Kelly,

TSE 776: What Should I Know When Coaching My Top Performers?

Donald Kelly,

We all need coaching. Sometimes we don’t do the things or put the processes in place to get the coaching that we need.

In today’s episode, Shimon Lazaro shares with us the struggles top performers deal with and how to coach these strong personalities.

Here are the highlights of my conversation with Shimon:


  • Research shows that top performers are always improving.
  • The key to this improvement is finding the coach that resonates with you who can help make your strengths more pronounced.
  • It’s not easy to find the right one since every coach is also different.


  • Coaching is tailored to the individual vs. regular training. It understands what you’re good at and where your challenges are. Coaching is much more personalized.
  • Coaching is also cross-functional. Clients have issues with many different things and when you solve these issues together, it boosts performance. It helps you become a leader.
  • Coaching dives deeper and understands those areas of opportunity. Research shows that coaching makes employees more productive and happier and also reduces turnover.


  • You tend to think that your approach works and you have all the answers. The better your results are, the harder it is to change.
  • Some things that you’ve been doing for years aren’t necessarily working.
  • Always try new and different things. Go out of your comfort zone!


  • Two types of people who succeed:
  • Open to change and learn
  • Resistant to learn
  • Understand what motivates them. Once you discover that, it’s easy to work with that person. A good coach will know how to spot these personality traits.
  • There is no single formula as long as you can convince someone to be open to change. Small improvements can build up over time.


  • You tell us what you want to work on and our algorithm matches you with many coaches that have helped similar people in the past.
  • We let you work with them for free for 7 days and get their different approaches.
  • We also have different technologies that can support you with your needs and goals.

Shimon’s Major Takeaway:

No matter how good you are, you can always be better. You can always improve. Life can be so much better than what it currently is, no matter how successful you are.

Episode Resources:

Check out the TSE Hustler’s League.

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.

Sales from the Street, Productivity, Donald Kelly, Sales

TSE 774: Sales From The Street-“I Felt Unproductive As Well”

Sales from the Street, Productivity, Donald Kelly, Sales

As part of the Latter Day Saints, I have learned so much from my missionary service. In today’s episode, I’m sharing with the lessons I’ve learned from that experience that we can relevantly apply to sales to increase your productivity.

Plan some time for things that don’t necessarily work out.

If you don’t have something planned, every single hour and minute of the day, there are probably still some things that you’re not able to get done.

Plan Effectively

Time blocking

  • This means putting the most important things in first and set enough time to those that are the most effective.

For example:

Set aside time to do 10 calls before 10am. Put that time period and make it as a sacred time. Do all you can to not deviate from it.


  • Put some time in as a buffer. Place some empty spots during your day so you’re able to shift things around and you have some room.
  • Those are not dead times, instead, it’s something you can use if anything comes up in the day.
  • Leave some room for error during your day. Leaving some empty spots during the day can make you feel more productive at the end of the day.

For example: 

Put a 30-minute block in between one activity and another since there may be some things you need to do in between.

Episode Resources:

The 12 Week Year by Brian P. Morgan and Michael Lennington

15 Secrets Successful People Know About Time Management by Kevin Kruse

Check out the TSE Hustler’s League.

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.

Facebook group The Sales Evangelizers

Donald Kelly, Sales Principles, The Greatest Showman, TSE

TSE 769-6 Sales Principles I Took Away From The Greatest Showman (Part 2)

Donald Kelly, Sales Principles, The Greatest Showman, TSE

Today’s episode is a continuation of the other day’s episode where I’m sharing the other three sales principles that I took away from the movie, The Greatest Showman, and which you can apply into your career in life.

Working Beyond the NO!

Find ways to work around the “no.” The character, P.T. Barnum didn’t take no for an answer. No matter how many times he failed, he just kept hustling and going. Be creative to find a way to get around the challenges. Find out ways to make things happen.

Build Value

Give people not what you want, but what they want. Treat others they like to be treated, not the way you want to be treated. Give them value.

Never Leave Focus

Sure it’s nice to go after your goal but don’t lose track. And if you do lose track, step back and make sure you get back on track.

Inspiring People

As Deb Calvert explains back in TSE episode 763, she talks about being the expert. Lead them down the path and the thing they want the most. Help them to recognize you as the person they need to follow and to listen to. Give people something more than just money. Do things to inspire people to take action. Have a bigger cause than yourself!

Episode Resources:

The 12 Week Year by Brian P. Morgan and Michael Lennington

TSE episode 763

Check out the TSE Hustler’s League.

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.

Donald Kelly, TSE Hustler's League, Asking Questions, Sales

TSE 760 -TSE Hustler’s League-“Don’t Forget to Ask”

Donald Kelly, TSE Hustler's League, Asking Questions, Sales

Today’s snippet is taken from one of the training sessions at the TSE Hustler’s League, where we discuss yet another challenge of forgetting to ask for a referral and how you can overcome that!

Steps to Help You to Remember to Ask for a Referral:

Set weekly goals.

Make it a habit to set a goal of asking for three referrals per week.

Have accountability.

Get an accountability partner or ask your boss.

Join a mastermind group or our Facebook group The Sales Evangelizers, and someone’s going to follow up with you on that goal.

Set calendar invites.

Set time of your day focused on this referral project. Then send a calendar invite to your accountability partner and try to spare a few minutes to just check on your progress.

Episode Resources:

Check out the TSE Hustler’s League.

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.

Facebook group The Sales Evangelizers

Donald Kelly, Sales from the Street, Sales Tips

TSE 759-Sales From The Street -“Focus and Measure”

Donald Kelly, Sales from the Street, Sales Tips

This podcast just started out as a hobby until people began coming and asking me to teach them and speak to different events. It was a sideline. But as things were growing, I knew this was serious.

Hence, there had to be plans and strategies in place. In short, I jumped ship and left my full-time software job.

Today, find out what I did to grow this business through “focus and measure.”

The Challenge

I was getting speaking opportunities, sure. But I was actually playing on the defensive game, waiting for the opportunities to come as opposed to attacking the speaking opportunities.

The Missing Ingredient: Focus

So I realized what was missing from all of this was focus. I wasn’t just not focused, but I also failed to measure the results from it.

The Strategy:

“When performance is measured, performance improves. When performance is measured and reported, the rate of improvement accelerates.”

The Goal

Every week, our goal is to be able to apply to three to five conferences. So at least I’m aiming at having one speaking gig per month.

The Result

Currently, we’re actually getting three speaking opportunities getting booked per month.

What You Can Do:

Figure out how many appointments you need to get per week or products sold per week.

Keep yourself accountable and measure against that.

Figure out areas you can improve on.

Focus and measure!

Episode Resources:

The 12 Week Year by Brian P. Morgan and Michael Lennington

Check out the TSE Hustler’s League.

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.

steve mckee, Donald Kelly, The Sales Evangelist, Brand Marketing

TSE 758: The Rationally Irrational Consumer


Steve McKee, Donald Kelly, TSE, SalesSometimes, we don’t think and we just do things. Irrational? Hmmm… yes. But it’s somewhat rational. So how do you exactly deal with a rationally irrational consumer?

Today’s guest is Steve McKee. He is the president of Wallwork and Company. He is also the author of the book When Growth Stalls and Power Branding. He has been a columnist for Businessweek over a decade and currently writes a column for SmartBrief on leadership.

Here are the highlights of my conversation with Steve:

What is a rationally irrational consumer?

Nobody in any purchasing situation acts completely rationally. But when you start to fill in the layers, that irrationality can be somewhat rational.

Biggest Mistake in Prospecting

Giving into the fallacy of rationality

The Device to Begin Understanding a Rationally Irrational Customer: CERTS (Context, Expectations, Risks, Tradeoffs, Shortcuts)

  • Every purchase has a context. Think about what context your prospect is operating in. And often, context determines expectations.
  • Prospects are continually trying to mitigate risk. So think about their risk and how to mitigate them.
  • In that context of risk, prospects are always making tradeoffs.
  • Ultimately, when you build trust with the prospect, you become a shortcut for them.

Research Strategies:

  • Insight: What is going to drive or significantly affect their decision?
  • Relationship: Look for opportunities to make relationship with the prospect since people do business with people they like and trust. Your prospects are humans so leverage that connection.

The Mindset Shift

When a company has a need for a product or service, they’re feeling pain. And they’re looking for a solution. So when you appear on their doorway, they desperately want you to be the answer. Think of it that way!

Work for the Prospect Before They Hire You

Start working for the prospect before they hire you. Start serving them and meeting their needs. Start genuinely and sincerely working for them before the hire you. And oftentimes, they end up hiring you. But if not, you’re still building relationships and trust. Start to give away what you have and it will come back to you.

The Purchase Process Can Change

A purchase process can actually change the purchase process.

Think of wise ways to violate things.

Steve’s Major Takeaway:

Remember, your prospects are humans and they want to like you.

Episode Resources:

Learn more about Steve and the stuff he’s doing on

Building a Story Brand by Donald Miller

The 12 Week Year by Brian P. Morgan and Michael Lennington

Getting Naked by Patrick Lencioni

Check out the TSE Hustler’s League.

Donald Kelly, The Sales Evangelist, TSE, Sales Managers

TSE 757: 5 Mistakes Sales Managers Make and How to Fix Them

Donald Kelly, The Sales Evangelist, TSE, Sales Managers

A sales manager role can cost a lot, so today I’m sharing five areas where sales managers typically have struggles as well as some insights you can apply to your own practice.

1. Not having a clear expectation

When your sales team is just going in circles, without a clear direction as to where they’re going or what they need to achieve, this leads to a higher turnover rate. Also, not getting clarity from the management leads to lack of performance.

Solution: Have a clear objective. Have a clear understanding of who you go after. Check out Donald Miller’s book,Building A Story Brand

2. Focusing on the vanity numbers

Vanity numbers are the bigger numbers that look good but there’s really nothing inside. For instance, this could be the number of calls you make.

Solution: Focus on the results from that call. Look at the number of appointments made rather than just the number of calls. Focus on outcomes, not vanity numbers.

3. Micromanagement

Solution: Teach correct principles and you let people govern themselves. Find time to sit down with your sales reps.

4. No coaching

Solution: Sit down with the sales rep and help them identify the key indicators and see where they’re performing. Guide them and figure ways they can try to improve. Set one-on-one coaching once a week to new reps. But top sellers need coaching too.

5. Training

Product training is great but it’s not the only thing sellers need. You’ve got to teach them how to sell.

Solution: Bring someone in who can give a talk to them. For instance, I have 6-week training approach where I meet with the sales team. Then I help them develop processes to help guide them. Or get them to join the TSE Hustler’s League.

Bonus Area: Time Management – Follow the 12 Week Year

This is based on the book, The 12 Week Year, where you have to focus only on just 12 weeks at a time. Set that goal and see how it can significantly improve your career and life in general.

Episode Resources:

Building a Story Brand by Donald Miller

The 12 Week Year by Brian P. Morgan and Michael Lennington

Check out the TSE Hustler’s League.

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.

Romacio Fulcher, MLM, The Sales Evangelist

TSE 756- Three Things You Must Know To Be Massively Successful

Romacio Fulcher, MLM, The Sales EvangelistA college dropout, Romacio Fulcher hustled his way to success in making millions by having found the missing link. Today, he dishes out his formula that includes three things that can help us become massively successful.

A year ago he was broke. Now, he has made over $2.3 million with 43,000 people joining his network. He has helped 500 of them make $25,000 a week and seven people make $1 million in the last 12 months.

Romacio works for World Global Network, a 6-year old publicly traded network marketing technology-based company. They market the latest and brightest in technology. Recently, they released the world’s very first wearable device that allows people to monitor their blood sugar levels, non-invasively, without having to prick your finger. Soon, they will also be releasing their blood alcohol monitoring device!

Here are the highlights of my conversation with Romacio:

The Missing Link

The person that’s going to help change and transform your life may not look, sound, and act like you.

The 3 Elements of MASSIVE Success:

1.Connecting with the right people

There’s somebody out there that knows what you don’t and has the answer to your challenge, prayers, and concerns. Understand that people are life’s most valuable asset. Therefore, it’s mandatory that you seek out the right person.

Whatever industry you’re looking to pursue, always look at the top. Who are the top ten to twenty people in that sector/profession? Then do whatever you have to do to get next to them.

The Golden Question

“What do I have to do to make it worth your while for you to teach me what it is you know?”

2.Getting involved at the right time

90% of massive success has to do with timing.

3.Working hard

You have to play your role in your rescue. You’re going to have to work hard. You’ve got to be a grinder!

Once you find the right person, you have to pursue them. You’ve got to show interest and to consistently follow up.

Be BOLD. Successful people never became successful by being close-minded. Nor can you become successful by not being bold and courageous.

Some principles to ponder on:

1.Residual income

At some point in time, every person will need residual income. As a business owner, time is your biggest ally. When you own a traditional business, no one will work as hard for your business as you because they don’t have the same opportunity of gain as you do.


“I’d rather have 1% of 100 different people’s efforts versus 100% of my own.” – J Paul Getty

If you have an ounce of ambition inside your body, go to Type in your information and he will immediately get a hold of you and discuss how he can help you

The 12 Week Year

TSE, Donald Kelly, Asking Questions, TSE Hustler's League

TSE 755: TSE Hustler’s League-“Fear of Asking”

TSE, Donald Kelly, Asking Questions, TSE Hustler's LeagueToday’s snippet taken from one of our sessions over at the TSE Hustler’s League is about how you can face your fear of asking for referrals.

Did you know that 91% of customers are willing to offer a referral if asked by a seller? Unfortunately, only 11% of salespeople are asking their clients if they’re willing to give referrals.

Here are the three reasons why salespeople fail to ask for referrals:

1. Fear that they’re going to get mad.

2. They forget.

3. They don’t know how.

Breaking Down Fear

Will anyone be willing to hurt you if you asked them for a referral? Or is anyone going to try to kill you if you ask for a referral?

Fear is a good thing. It’s human instinct.

But hey, 91% of your customer are already willing to give referrals. That’s 9 out of 10 people. Why should you even be afraid?

Ways to Overcome the Fear of Asking for Referrals:

1. Repetition

The more you do it, the better it can help you.

2. Get to know your prospect.

Follow them on LinkedIn. Talk to them often. Then send them something of value (link to your blog, white paper, video, or anything which you think may help them). The more you keep the line of communication open, the better chance you have of building effective relationship where you’re willing to ask and they’re willing to give you a referral.

3. Ask and be present.

The more you ask and the more you keep that line of communication open, it’s easier to build that bond that leads to generating opportunities.

Episode Resources:

Check out the TSE Hustler’s League.

TSE, Donald Kelly, Johnny McLendon, Cold Calling

TSE 754: Sales From The Street-“Cold Calling?”

Today’s guest is Johnny McLendon and he talks about his challenge with his business and what he did to get through it and finally land some big deals!

Johnny is a photographer at heart and a certified drone pilot. He also came from the corporate world. By 2010, he started his photography business and progressed from there.

Here are the highlights of my conversation with Johnny:

Johnny’s biggest sales struggle:

Not having a big fan base, Johnny also had this fear of doing cold calls and meeting people. Although he enjoyed being around other people, it still was a tough thing for him.

As a result, Johnny had to do some side hustles to keep him afloat. He wasn’t constantly not making enough money or hitting his goals. And he kept on doing the same routine, doing cold calls.

This caused him a lot of anxiety and fear. He no longer wanted to bother people. But he knew that if you’re not going to tell about your business, they’re never going to know anyway.

Strategies in overcoming the fear of prospecting and cold calling:

1. Having an accountability partner

Johnny has his brother, a serial entrepreneur, as his accountability partner. They constantly keep in touch to check on each other.

2. A morning routine

So he routinely does cold calling every morning and makes followups 3-10 times or until they tell him to stop calling him, which no one has done yet. A followup can just be a short email or a quick call. You somehow have to have a bit of thick skin so then they reject you, then it’s fine by you.

3. Having a script

Have a script on your desk that you can readily access. Introduce yourself. Mention something about them to make your call personalized.

4. The power of education

Educate your customers on the value that you bring to the table and.

Results Johnny Has Gotten:

Johnny says the trust factor is usually built during his third or fourth call.

Johnny’s Major Takeaway:

Face your fear. Just go after the things you want. Face the fears and somehow overcome them to help you reach your goal.

Episode Resources:

Know more about Johnny and what he does on and email him at

The 12 Week Year by Brian Moran and Michael Lennington

Habit Stacking by S. J. Scott

Check out the TSE Hustler’s League.

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.

Jim McCormick and Maryann Karinch, Donald Kelly, Body Language

TSE 753-Body Language Secrets That Can Improve Your Sales Performance

Jim McCormick and Maryann Karinch, Donald Kelly, Body LanguageWe have hidden language as sales professionals and just as people in general. The problem is most of us don’t pay attention to them. And that’s our body language.

It can either improve the way you sell, or not.

Today’s guest are Jim McCormick and Maryann Karinch. They co-authored the book called, Body Language Sales Secrets: How to Read Prospects and Decode Subconscious Signals to Get Results and Close the Deal.

About Jim:

Jim is an author of a number of books, a professional skydiver, an organizational consultant, and a sales professional. Jim has also held corporate executive positions and does a fair amount of executive coaching and CEO presentations.

About Maryann:

Maryann has been writing about body language and studying it intensely for 13 years. Having had theater experience, she has built on it by collaborating with a body language expert. Then he got together with Jim to focus it on sales.

Here are the highlights of my conversation with Jim and Maryann:

Why Is Body Language Important:

  • So much of our communication is non-verbal. And a lot of our body language is involuntary body language.
  • So signals are you giving as a salesperson that you may not want to be giving and what signals do you really want to give?
  • Alternately, what are you picking up from other people in their resistance to you or in their liking of you? Are they accepting you?
  • Knowing all this can help you close deals effectively.
  • What manoeuvres do you give off that are self-soothing gestures? And what are other people doing when you see tension come into a sales relationship?
  • What level of engagement do you have with your prospect?

Strategies for effective body language:

  • Be authentic.
  • Make eye contact.
  • Be present.
  • Listen effectively to them.

5 Sales Situations Related to Using Body Language:

  1. Relationship selling

You’re working for a creative relationship. You’re not focused on the sale or the product. But on the steps of your relationship by asking genuine questions. Stay away from the transactional mindset. Your goal here is to create a long-term relationship that doesn’t just result in a single transaction but transactions over extended time.

Body language:

  • Trust – openness
  • Don’t have your front protected like fingers crossed. You’re not putting barriers between you and the other person.
  • Don’t clench your hands.
  • Use eye contact.

2. Solutions selling

You’re selling the solution that happens to be a product that can benefit the individual and the customer. Do a fair amount of investigating in that process. Show interest in them and the problems they need to solve.

Body language:

Show active listening by leaning towards the person and nod occasionally to let them know you’re listening to them.

Have some mirroring gestures. Adopt the same time of posture so the person feels comfortable with you. Go to where their energy level is then bring them with you in an energy level that you’re in control.

3. Expertise selling

You need to exude credibility. You’re making a point that you’re the expert in this industry and this puts you in control. But be able to present in a way that you’re credible.

Body language:

Sit upright. Speak from a position of authority.

4. ROI selling

You have to have information on the cost structure and the revenue stream of the organization you’re presenting to. So you need to build a lot of confidence in your prospect by getting them to divulge information to you. Be able to make an ROI argument.

Body language:

  • When the people look down to the left, that means they’re doing numbers and calculating.
  • When people look down to the right, it means deep emotions.
  • Do baselining, which means asking questions that involve memory and try to see where do the eyes go. If the eyes go up left or right, that means it could indicate imagination.

5. Fear Selling

This is focused on scarcity but this strategy can be manipulative. And sometimes, people can sense if they’re being manipulated. This could put your long-term relationship in jeopardy. This is the wholesale mentality and this is common in selling women products.

Body Language Remotely

Body language can be done remotely in how you say it. The pace and tone of somebody’s voice gives you a ton of insight as to where they’re at.

Jim and Maryann’s Major Takeaway:

Have the body language of trust if you want a strong, positive, and long-term relationship with somebody. Do open body language. In some ways, look vulnerable then a person will trust you.

From the very beginning of the interaction, be aware whether the person is open or close. And be aware whether you are being open or close.

Episode Resources:

Find more about Jim on and check out their book Body Language Sales Secrets: How to Read Prospects and Decode Subconscious Signals to Get Results and Close the Deal by Jim McCormick and Maryann Karinch.

The 12 Week Year by Brian Moran and Michael Lennington

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

Donald Kelly, Prospecting, New Clients, Cold Calling

TSE 752: What Are the Best Methods for Finding Prospects?

Prospecting is a pretty challenging component of sales, but you can’t just do without it. So today, I’m sharing with you some ways in finding prospects effectively.

You don’t have to do everything you find here. Just do the thing which you think matters most to you and your industry.

Focus on the methods you think will work.

Strategies for finding prospects:

1. Test out 3-4 methods.

You could use LinkedIn, the phone, a networking event, and then try to utilize a long term method such as a blog. This way, you’re generating content to attract your ideal customers to you. Other long-term methods include a podcast or a YouTube channel. And for long-term methods, you can’t just test them out for a month, but over a longer period of time.

2. Long-term projects vs. short-term gains.

You have to recognize there are things you need to do long term.

Others though have a short-term approach because they want to produce immediate results. An example of this is your email list you’ve built on LinkedIn. Or go to Google and search for plumbers in your area.

3. Reach out to them.

This depends on the medium you’re utilizing. For LinkedIn, you can probably use LinkedIn Navigator. Try a Google Search or use Upwork to find people to develop leads for you and see the jobs they’ve done for different industries. They can actually build a contact list for you that you will be contacting later on.

4. Go to events.

Find 3-4 events in your area and try to go to one of those events regularly. Make a goal of reaching out to four nice, solid people you can interact with. They could be your potential customers or their strategic partners. Or you could probably host a meetup yourself.

5. Create blog content.

Create content relevant to your ideal customers. Again this is a long-term strategy, so you need to get this one for about 6 months where you’re producing content regularly. If you need help with writing it, get someone from Upwork. What’s important is you’re creating content around your customers and the things they’re searching for.

In your blog post, make sure to drive customers back to your website. Then leave opt-ins, which are places where they could leave their email addresses.

Most of all, you need to consistently do it!

Today’s Major Takeaway:

Find four methods or sources that you can use to test or find a new prospect. Do your research. Go over some of our previous episodes related to prospecting. Then see and test them out for a month (for short-term ones) and 6 months for the long-term approach. See what works best for you. Take advantage of the ones that produce the most for you and focus on them!

Episode Resources:

Check out the TSE Hustler’s League.

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Friendship, Donald Kelly, The Sales Evangelist

TSE 751: Seek Friendships NOT Favors

Friendship, Donald Kelly, The Sales Evangelist

Feel like you’ve been hustling and hustling but still you’re not getting the results you want?

This could all be a matter of changing your mindset to seeking friendships, instead of favors.

Dustin Sandoval is a sales leader and author. He shares some insights into how millennials can perform well and be successful in their role. Dustin co-authored the book, Millennial Mindset.

Here are the highlights of my conversation with Dustin:

Strategies you can do to become a noticer:

1. Listen to what other people are saying.

Understand what they’re interested in.

2. Draw from your expertise and give them anything that can help them get to where the need to go.

3. Help every single person you interact with.

4. Recognize what people are trying to look for.

It’s Not All Business All the Time

  • Trust is a big part.
  • It all comes down to the trust factor. And it’s hard to do that if you’re always trying to sell your product.

The Power of Storytelling

  • Make it a little more memorable for the prospect so there’s something that resonates with them.
  • Lean on something that people can relate to your product or service.
  • See what they have in common with you so there’s something you can use to connect with each other.

Dustin’s Major Takeaway:

Solutions, Not Excuses

Fear of Cold Calling? You don’t have to call. You can send them an email or stop by their office. Whatever that looks like, spot a way to create a solution. Stop making excuses.

Find a way to create solutions, not create excuses

Episode Resources:

Connect with Dustin Sandoval on LinkedIn – Dustin C. Sandoval and Instagram @Millennial_Mindset.

Millennial Mindset

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TSE Hustler's League, Donald Kelly, Sales,

TSE 750: TSE Hustler’s League-“It Worked For Them”

TSE Hustler's League, Donald Kelly, Sales,

In this episode, I’m sharing some sales challenges from the different sellers of the group who are coming from across multiple industries and what they did to actually make things work for them.

If you haven’t yet, check out the TSE Hustler’s League.

Our new semester next week is focusing on business development – how you can improve to become masters of finding new opportunities.

At the end of the day, it’s about applying the results you’ve learned.

Having a Process in Place

One of the clients we had was not having a process in place. So there was nothing to guide the team. Instead of basing what they do on data or best practices, they do things based on feelings. After training with me and they had a process in place, they saw greater results and they overcame whatever sales challenges they had coming.

Handling Competition

Don’t bash your competitors. This won’t build a professional with your prospect. Instead, find something good about your competition and say it. And then mention what makes you different from the competitors.

Creative Prospecting

In utilizing creative ways to prospect, you’ll find that it’s in the little things. It’s in the details. You don’t have to do big things to produce big results. It’s the littlest of things that can even have the greatest impact. Then be persistent and consistent in your sales approach.

Episode Resources:

Check out the TSE Hustler’s League.

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Sales from the Street, Donald Kelly, TSE, Sales Tips

TSE 749: Sales From The Street -“Don’t Be The Wolf”

Sales from the Street, Donald Kelly, TSE, Sales Tips

Do you feel like you’re in the wrong industry? Or the wrong company?

Today’s guest, Joe Lemon, had that same dilemma. Find out how he tweaked his course to get him on the right track, and hopefully, you can apply this into your own life and career.

Alignment is key!

Joe Lemon has been in the B2B sales world for over 8 years and he’s so passionate about building value that he started his own podcast called, The Real Value Exchange.

Here are the highlights of my conversation with Joe:

The biggest sales struggle he faced:

Lack of alignment. He felt like he was in the wrong industry. Then, he had the attitude of that guy on the Wolf of Wall Street. He used way too many closing tactics.

Steps to overcome Joe’s challenge:

1. Enjoy your interaction with people.

2. Change industries.

3. Find the right product or service.

4. Become more creative with the whole process.

5. Understand your customers’ pain points in an authentic way.

The results:

  • Working with the right people and the right culture, going to work has now become more fun.
  • You’re not just making money, but you’re enjoying the process and your day-to-day.

Joe’s Major Takeaway:

Make sure you’re in the right industry. Make sure you’re aligned properly with the right products, service, industry, culture, and all of those things.

Episode Resources:

Connect with Joe Alex Lemon on Twitter @joealexlemon and Instagram.

Check out the TSE Hustler’s League.

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Dan Fantasia, Donald Kelly,

TSE 748: Selling Characteristics and How They Align with Your Sales Environment

Dan Fantasia, Treeline Inc., The Sales Evangelist, Donald KellyAs a sales professional, what really matters more to you in terms of your career? Money or sustainability?

Choose the former and you might shortly realize you’re in the wrong company. It’s therefore critical that you choose the company that best fits you if you want to advance your career – long term.

Dan is the Founder and CEO of Treeline Inc., a 17-year-old sales recruitment company. They help companies build solid sales organizations.

Today, he shares some sales characteristics that you can align with your sales environment.

Here are the highlights of my conversation with Dan:

Asking the Right Questions

What’s their average deal size? What’s their average cycle? How much is the quota for the year?

Is This the Sales Environment for You?

Sales people have different selling characteristics, not because they’re not talented, but because they picked the wrong opportunity. Some people can be consultative in nature. Although personality traits can be similar, the selling characteristics may be different.

Selling Characteristics of the People They Hire:

1. Resilience

It doesn’t mean you make 200 calls a day. Rather, this is more of an emotional resilience. It’s your ability to emotionally disconnect from an opportunity so you’re more realistic and more logical.

2. Urgency

Have the assumption that another competitor is trying to win the business from you.

3. Focus

What’s real and what’s not? Numbers don’t necessarily equate to success.

Why Many People Fail

Very few people pick up the phone. They just pick up the phone and call the number, expect someone to pick it up, and buy. You can’t just call for the sake of calling. There has to be a process in place.

How Treeline Inc. Can Help You:

There is so much noise out there, with millions of jobs being posted everyday. If you’re looking to advance your career, the ultimate way to do a search is to have someone that:

  • Understands the market
  • Knows what opportunities are out there
  • Can simplify the process
  • Can help you build the pipeline around validated opportunities that can add value to your career

They will listen to your story and help figure out how to leverage your strengths so you can develop some messaging to make sure you can get your food in the door with growing companies.

They’ll help you find the right next step.

They will make sure the opportunities they give you are a best fit to your selling characteristics and that you meet all the requirements of the opportunity you’re looking for next to advance your career.

Dan’s Major Takeaway:

Be selective in finding the right fit. It’s not about the biggest compensation plan, rather, it’s about sustainability. Find a company and culture. Ask good questions so you know that you can sustain a career with a good company. Then you will grow, find success, and the money will come.

Episode Resources:

Treeline Inc.

Connect with Dan on

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Salespeople, Desire, Money, The Sales Evangelist

TSE 747: What Do You Desire the Most as a Salesperson?

Salespeople, Desire, Money, The Sales Evangelist

Today, we dig deeper into the core behind your motivation.

What drives you?

There are a lot of different things that drive people. But at the end of the day, of course, you want to gain some money.

Personally, I joined the sales industry because I saw the opportunity to increase my income. I didn’t like to be confined in a salary level or would have to wait for a couple of years to get a raise.

I wanted to have the capability to earn the income I deserve and wanted. And in sales, you can do that.

Money is not everything. But it’s essential.

Everyone in sales or in business, you don’t do it just because you want to help people, although that’s one of the major factors. The idea here is you want something in return.

Hence, at times, the great motivator is what you get from it.

I grew up in poverty, coming from Jamaica to the United States. And seeing all those struggles my mom and our family endured, I said to myself that we were not going to go through this ever again.

So this led me to a career where I can be in command and I can earn an unlimited income. It’s not that I wanted to be greedy, rather, it’s what I could do with that money. And that was part of the motivation I had.

And the only way I could get that money is by offering something to people that was of great value to them, which solved the biggest problems or struggle they had.

We’re in it for ourselves!

This is not a bad thing. This is your drive to push you. This goes back to the five why’s concept of Toyota, where if you ask why five times, you lead down to the true cause.

Again, recognize that before you get what you want, you have to bring something to the table to help your customers. The more genuine you are with bringing value, you will be compensated. But don’t discard the fact that you’re not in it for the money as well. Of course, we are! In the first place, we got into sales because of that capability to earn money.

Money is not a bad thing.

So don’t be ashamed of this. Money is not a bad thing. What is bad is the things some people do for money.

Episode Resources:

Check out the TSE Hustler’s League.

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Great Sales Representative, Donald Kelly, Christopher Croner

TSE 746: Never Hire a Bad Salesperson Again

Christopher Croner, Donald Kelly, The Sales Evangelist,

Ever experienced hiring a bad salesperson? Or have you ever interviewed someone who turned out they were just faking the interview to land the job? 

Well, you need to be better in your hiring process when you’re applying and interviewing for companies. As well, hiring managers need to a better job as selecting better sales people too.

Today’s guest, Dr. Chris Croner, talks about his book, Never Hire a Bad Salesperson Again.

Here are the highlights of my conversation with Chris:

The Formula for Drive: Non-teachable Characteristics of High Performers

1.Need for achievement

The person wants to do well just for the sake of doing well. And the person who has a high need for this naturally wants to set the bar high, jump over that, and set the bar even higher the next time. They’re focused on producing excellence just for the sake of excellence.


A competitive person wants to be the best among their peers and they want to win their customer over to their point of view. Psychologically, to them the sales is a contest.


This is the person’s sense of certainty that they will succeed as well as their resiliency to hang in there when they face the inevitable rejection they have to deal with.

Process to Improve the Hiring Process:

  • Resume review
  • Online assessment – The Drive Test through “forced choice” questions
  • Behavioral interview questions – the interviewee is asked about previous examples of behaviors they’ve engaged in that are predictive of the types of characteristics they’re looking for.
  • Core skills (Confidence, Persuasion, Relationship Skills, Organizational Skills) – these are teachable

Tips During Interview:

Have your game plan ready.

Have your questions written out. Have your interview guide written out.

Mistakes when hiring people:

Not having a structured format to the interview process.

Hiring people who are just like you.

Common blind spots:

Find out whether or not the past success was related to brand recognition or was it really because of their own effort? This is a very important distinction many companies will miss.

Sample Interview Questions:

Need for achievement:

  • What is your greatest goal ever accomplished professionally and how do you intend to top it?
  • What are the sacrifices you had to make to be successful?


  • What does competition look like for you?
  • Where do you rank compared to your peers?


Tell me about the time you remained persistent even though everyone else around you gave up. Tell me about it another time.

Who can benefit from The Drive Test

  • For “hunter” sales positions
  • This test uses a question format designed to eliminate faking, which is one of the greatest problems with sales assessments.
  • The test not only goes for the “drive” but also for the core skills.
  • You also get a developmental report which includes . pages of things you can do to mentor or motivate that person given their unique psychological profile.
  • This is helpful not only for onboarding but also for ongoing development.

What great salespersons do on a day to day basis:

Constant ongoing development

Chris’ Major Takeaway:

When hiring for a hunter, look for that non-teachable drive piece!

Episode Resources:

Get a free trial of The Drive Test

Check out the TSE Hustler’s League.

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TSE Hustler's League, Sales Questions, Donald Kelly, The Sales Evangelist

TSE 745: TSE Hustler’s League -“Start…Stop”

TSE Hustler's League, Sales Questions, Donald Kelly, The Sales EvangelistOne of the reasons people have a difficult time asking questions is they don’t feel confident they’re able to do it.

They feel they’d come off as too disrespectful or they’re not worthy enough.

They feel like they’re on a lower level to the prospect so they don’t have the right to ask them questions.

So what kind of questions should you ask your prospects?

Business-related questions:

  • What’s your business goal?
  • What are your plans to achieve that?

Challenging questions

This kind of questions will help the prospect think. It also shows you’re well-prepared, you’re listening, and you’re mindful of their needs. You’re showing them that you’re not just shooting in the dark. The better you understand them, the better your presentation is going to be and the better chances of closing the deal.

The Start-Stop

Start to answer a question they have but then stop to get clarification from the buyer or reposition the sales process.

For example, if they ask how much your product costs at the beginning of your presentation, this could mean they’re just fishing.

What you can do is begin to answer by saying, “Great question, but first…” Naturally stop and try to clarify by asking, say how many customers they have or why is xyz so important to them.

Now, you have become the consultant. You take control of the situation.

Episode Resources:

Check out the TSE Hustler’s League.

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David Tabb, Donald Kelly, Sales from the Street, Sales

TSE 744: Sales From The Street-“Door-to-Door Selling”

Today’s guest is David Tabb. He is a franchise owner for Welcomemat Services, a marketing company that specializes in new mover mailing. He does door to door sales.

And in his industry, this is what works effectively. In this episode, he’s sharing some insights which you can apply to you own process, no matter what industry you come from.

Here are the highlights of my conversation with David:

Why Door-to-Door:

Some businesses are not actively looking for business because they’re so busy operating their business they just want you to come to them.

Challenges with door-to-door sales (and what you can do!)

1. Developing your rhythm.

Keep a log next to you and have 2-3 hooks you can use and develop. Write them down and see what their responses look like.

2. Creating lists

Creating lists will also create that accountability factor. Have your target list for that day. Having that list will allow you to get going.

3. Simplifying the process and being able to get to the decision makers.

4. Will they say yes?

Of course, but you yourself has to see it. You have the data that you’re doing well so go out and talk the people. Open the door everyday as many times you can. Get through gatekeepers and decision makers. Just keep having conversations and you will get to a yes. That’s guaranteed!

5.Taking care of your body is critical.

Make sure that you’re also taking care of your body. Do some walking. This will help your prepare and get that mind work. Walking gets your mind moving. Park at the end of the parking lot.

6. Asking for help

Allow the person to help you get what you want and it’s a lot easier to get them to do it. This can be a game changer for you the way it did for David. Just be genuine about what you’re looking for.

David’s Major Takeaway:

Track what you do and just keep working on it. It always changes. Every situation is a new opportunity. Don’t walk in with a set game plan for every situation because that probably won’t work. Be adaptable and track what you’re doing so you can find your rhythm, especially when you’re starting off. This will lead you to bigger and better deals and percentages across the board.

Episode Resources:

Connect with David on or connect with him on Facebook Welcomemat Fort Lauderdale.

Check out the TSE Hustler’s League.

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Sales Leader, Donald Kelly, Brandon Bruce

TSE 743: What’s NOT Working in Sales Today

Brandon Bruce, Donald Kelly, The Sales Evangelist

How can you be more efficient with emailing? How can you get more insights from the prospect?

Today’s guest  is Brandon Bruce who has come from humble beginnings to now co-founding and growing Cirrus Insight with $12 million in revenue and #44 on The INC 500 List. They were the first Gmail salesforce connector in the market when they launched it in 2011.

In this episode, we talk about what’s not working in sales today and the things you should do.

Here are the highlights of my conversation with Brandon:

What has changed in the sales landscape:

Positive: Tremendous amount of energy, enthusiasm, and everybody’s hustling

Negative: A big push from people coming in who focused on just getting the deal done.

The downsides of having “push” mentality:

Retention issues since there wasn’t any sustainable relationship built

Find that balance between being easy and being pushy.

The Concept of the Raving Fan

Raving fans are unpredictable in a great way. When you make these customers happy, they’re so happy that they might go out and do some crazy things for you that you won’t have any idea about. Who knows what could happen?

Tactics to Reach Out to Prospects: Meeting Them Halfway

Meet your buyers halfway. Make it really easy for the buyer to contact you. But how are you going to have those conversations?

1. Put your calendar on your website so they can schedule a time with you at their convenience. Make it a buyer-driven demo

2. – they do attachment tracking and document management

3. Post the pitch slide deck on social media, your email signature, or on your website so people can view whenever they want to see them.

How You Can Improve Your Email Outreach:

1. Make your emails short.

Have them 2-3 lines long with simple sentences and paragraphs. It has to be super easy for people to read it at a glance.

2. Add links.

Put a link or two, and let them be at the same place so people can easily click on them. This could be in the form of a simple CTA and another link after your P.S.

3. Have an interesting subject.

4. Don’t lose faith!

5. Ask for feedback from other people in the game.

6. Send your emails early, preferably at the same time you check your emails too (which is usually upon waking up)

7. Make sure they work on mobile and they’re easy links.

8. Make sure the preview that pops up in their phone is interesting enough that they’ll open it.

Brandon’s Major Takeaway:

Keep up the excitement. Sales is always a hustle. Make sure you’re meeting customers halfway. Make deals that are easy for them to say yes to. Be clear in your message that you’re easy to do business with.

Episode Resources:

Cirrus Insight

Connect with Brandon at or catch him on LinkedIn.

Check out the TSE Hustler’s League.

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The Sales Evangelist, Donald Kelly

TSE 742: Three Sales Principles I Learned While Visiting Jamaica

The Sales Evangelist, Donald KellyToday, I’m sharing with your some sales principles that learned while I was on a vacation to my homeland, Jamaica.

You see, the average salary in Jamaica ranges from $149,000 to as low as $16,667 (Jamaican dollars). Now, imagine living off out of that much. Say, US$500 a month?

It’s not easy but they make it work anyway. So how are they able to do it?

Jamaica has been known for the quality of education they provide to students. But the major challenge is being able to translate people’s education into opportunities in the real world.

Principle #1: When life gives you lemon, sell it and buy food.

Jamaicans are very creative and crafty. Whatever they’re going through, even challenges, they make sure they have a good time.

Music is everywhere in Jamaica. Everyone is out playing music. You’ve got to take whatever life gives you, be happy, and use it.

People in Jamaica don’t complain or whine too much about their situation.

If you have a tough situation in your life, figure out to make it work. That’s the idea!

As a sales professional, you may be dealing with difficulties right now, but take what you have and make it work – at least for now. The key is having this kind of mentality.

Jamaicans are sellers. Everywhere they went, they’re trying to sell. They find a way to create something even from nothing.

Principle #2: Outwork everyone including yourself.

As a sales professional, the most important thing you need to outrun is your yesterday. Your yesterday is not who you are, but who you were. Today, is going to be who you are. What kind of person do you want to be? Sure, you’ve probably closed $5,000 worth of sales yesterday. But today’s another day. You need to close $6,000 to outbeat that person – and that is yourself.

Stop comparing yourself to other people. Compare to your yesterday, however, and outbeat that.

Principle #3: Be happy. Be content with who you are and with life even if it’s not in your favor.

$500 here in the U.S. will only take you so far, even in Jamaica. But people there are happy. They take care of themselves and their loved ones. There are many things for you to look forward in life. There are things more important than money. No one should take your happiness away from you. Your loved ones are always something you can go back to, your grounding source. So be grateful for what you have.

Episode Resources:

Check out Episode 737 for more sales tips and strategies!

Check out the TSE Hustler’s League.

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Coaching, Sales Coaching, Sales Manager, Alan Allard, Donald Kelly

TSE 741: How to Coach Top Performers

Alan Allard, Sales Coaching

We all know it, 80% of the business is coming in from 20% of the sales teams. But sometimes, we don’t necessarily focus on those top performers. What would that do for an organization if they could get their top performers to sell 5% more? Learn how you can coach top sellers to perform even better!

Today’s guest is Allan Allard and he helps top-performing sellers continue to sharpen their skills. Allan used to be a psychotherapist. But he soon found out that most of patients he had who were all dealing with depression and stress were actually salespeople.

Here are the highlights of my conversation with Allan:

What is a top performing seller?

According to Allan, he defines a top performer as someone who is excelling in their industry in their company.

Factors why salespeople are not able to perform at the top of their game:

Wrong industry

  • Ask yourself, are you the right person in the right industry and selling the right product or service?
  • Sometimes, salespeople are in the wrong industry and performing on the average, but when put in a different industry, they begin to excel.


  • Mindset is the general attitude and your approach to life and this is the key to being a top performer. It’s how we feel about ourselves.
  • If you are confident and know you can accomplish any goals, you are ahead of the game.
  • Changing your mindset will take you to the next level.

Feeling one-level down than your clients

  • You’re not coming from a “one down” position but from an equal position where you have tremendous expertise and power.
  • Realize that you have something your customers don’t have. So sit down and be comfortable with yourself. Top sellers have enough confidence and security because they feel equal to their prospects.

Doing what you’re told and failure to ask tough questions

  • People are scared to rock the boat and they want to please people. This is a common challenge for many people to get rid of this deep-seated belief and subconscious mind of “I”m not good enough.” or “I’m not talented enough.”
  • For that inner roar to come out you have to feel that you have the right to roar and there’s an appropriate place and time to do that.

The Biggest Challenge Top Sellers are Facing:

  • Top sellers don’t have anyone challenging them. Every one is in awe of them because they’re spectacular.
  • Many managers are so confident the sellers are going to bring in the numbers anyway so they leave them alone to do their thing.
  • But they’re not challenged to get to the next level. Nobody is giving them any feedback. They need to be challenged. High performers have unique needs.

Why focus on high performers?

That’s where you get the fastest results. They already know how to sell and they’re already motivated.

Things top performers need coaching on:

1. Exploring your shadow self.

Top performers are usually very hard on themselves. So they need to learn how to accept themselves and embrace themselves on deeper levels. 

Help them acknowledge and explore their “shadow” self – that part of ourselves where we want to hide from everyone, including ourselves.

2.Thinking more holistically about your success or 360-degree success.

High performers are often really good at what they do because they’re neglecting other areas in their life. Over time, they’ll end up in a not so good place and deeply regretful.

Allan’s Major Takeaway:

High performers have far more potential that’s untapped. As a sales manager, you need to have a bigger vision for that person. See more than they see in themselves and be able to bring that out. As a top performer, just think of your accomplishments like you’re just scratching the surface.

Episode Resources:

Check out the TSE Hustler’s League.

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Donald Kelly, Accountability, Sales Podcast

TSE 737: The Number One Reason Your New Year’s Resolution Will Fail

Donald Kelly, Accountability, Sales Podcast

It not unusual for people to make their New Year’s resolution. They jumpstart the year right and then towards the middle through the end of the year, the enthusiasm they had at the start of the year starts to dwindle and they’re back to their old habits.

We all have done it – falling short of accomplishing our goals. But if we do the same thing over and over, we will get the same result.

You need to do something different to get different results.

But the key what we are missing is accountability.


If you told someone your goal, the likelihood of you accomplishing that goal increases significantly.

Get an accountability partner. Find one or two individuals that have similar goals as you have and ask them to keep you accountable.

Have them follow up with you to see if you have accomplished that goal.

Mastermind is a perfect environment to have others push you along.

Breaking Down Goals at a Granular Level

Set short-term goals. Start at granular levels. How are you going to accomplish your goals? What do you need to do each quarter? And just focus on one quarter at a time.

Instead of focusing on the sale, just focus on the next thing. Just focus on what you need to do to get you to the next level – whether that’s to make a call or send an email.

Break down your goals further to granular levels – number of calls you need to make, number of appointments, etc. Once you’ve accomplished that small goal, you’re ready to move on to the next.

Episode Resources:

Check out the TSE Hustler’s League.

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TSE 735: TSE Hustler’s League-“Keeping Their Appointments”

Today, I’m going to share some more insights into making your prospects commit in every stage of your sales process. This is another snippet taken from one of our sessions over at the TSE Hustler’s LeagueThe goal is to move the prospects slowly to the sales process. Hit every single stage. Give them meaningful commitments because this will lead to appointments. And keeping appointments will close deals.

Strategies in making valuable presentation:

1. Give value on each stage of the sales process.

Provide content but make sure you review your content and tailor it to their business. Think about what you can offer in each stage of the process.

2. Evaluation

This is the deeper discussion that you have with your customer. Share more how you can add value to their business.

3. Demonstration

Customize it to them. Get data or documents from them and include that in your demonstrations. This way, they become more committed because they’re expecting to see something that’s related to their business.

4. Learn about current challenges

Try to get other departments of their company involved.

Steps for Commitment in the Demonstration Phase

  • Deeper discussion
  • Demonstration
  • Other team members involved
  • Pricing or commitment to a proposal review
  • Set another appointment.

Episode Resources:

Check out the TSE Hustler’s League.

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TSE 734: Sales From The Street-“Crowdfunding Success and Flops”

Dorothy Anne Dauenhauer, Crowdfunding, Donald Kelly, TSEYou probable think crowdfunding is as easy as putting yourself and your cause out there, then you expect people to find you and help you. It’s definitely more than that.

Dorothy is a homeschooling mother of five and a singer-songwriter. She is also the wife of Dustin Dauenhauer who was also a guest on the show back in Episode 719 .

She’s here today to share her challenges around crowdfunding, lessons she learned along the way, and how she finally made success happen!

Here are the highlights of my conversation with Dorothy:

Challenges Dorothy faced with Crowdfunding:

Crowdfunding effort #1: They raised money to organize a benefit concert for the victims of the Typhoon Haiyan that hit the Philippines but they didn’t reach the mark.

Her challenge: To do another crowdfunding campaign for her CD that she wanted to produce. How can she make it happen this time?

Lessons Learned from Crowdfunding

1. Set an attainable goal.

  • For instance, the bottom line is you wanted to raise $10,000.
  • Ask yourself if you can raise a quarter of that ($2500) in your first week of campaign.
  • If you cannot, then your ultimate goal is too high for this specific crowdfunding budget goal. You have to lower it.

2. Create a video with a clear Call-to-Action.

Dorothy didn’t have this and this is one major mistake that she saw with their campaign. Video is very powerful today. So make sure it’s a good video. It has to be short, 2-3 minutes and no longer than five. You only have people’s attention for a few seconds. Most importantly, have one, single call-to-action, which is to donate. (Don’t ask them to share.)

3. Follow up, follow up, follow up!

  • Have your daily quota of the people you wanted to reach out. Then send in a follow up message to check if they’ve watched your video. Ask them what they think and whether they’re interested in getting involved with your campaign.
  • Don’t put the ball in their court. In crowdfunding, you have to go for that ball. If you pass it to them and not hear back in a couple of days, reach out again. And if you don’t hear back in another 2-3 days, reach out again.
  • When somebody liked your post, reach out to them. There’s a reason they pressed like. Find out if they could be a warm lead.

Bonus lesson:

Never take a no as a final!

A no just means, what other angle are will they be able to help you with? For instance, ask if they can share your post to their friends. See what they can do to help.

Bonus lesson #2:

Don’t look at supporters as people that just donate to you. But look at them as people you want to have a relationship with. They’re people you respect and you value their time. When they put their money in your project, it means they believe in you.

Results Dorothy has seen after applying these lessons:

They lowered their goal. And they ended up getting over $7000, which was the minimum they needed to produce the CD.

Dorothy’s Major Takeaway:

Whatever your cause it, remember that it’s not about you, but the people you want to help. What can you do to make them feel a part and that together you can do this? Do all this together. People want to feel they belong and they’re a part of something great. Make sure you make them feel like it’s not about you, but it’s about doing it together.

Episode Resources:

Connect with Dorothy on

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Jebbit, SnapChat, Taylor Belllefeuille

TSE 733: How To Get More Intelligent Leads From Snapchat Using Jebbit

Jebbit, SnapChat, Donald Kelly, The Sales EvangelistWant to know how Snapchat is able to generate more intelligent leads? Jebbit has got it covered!

Taylor Bellefeuille is the VP of Sales at Jebbit, where they’re tasked with going out and hunting new business every day. She calls her team small yet mighty. They’re partnering with companies like Snapchat, Cathay Pacific, Ebay, and more.

Jebbit is a Software as a Service (SaaS), with expertise in declared data and consumer attention and mindset through dialogues.

Today, Taylor is going to share with us the power of data capture and how this can help you generate more powerful leads and grow your business.

Here are the highlights of my conversation with Taylor:

How Jebbit is Helping Snapchat:

  • The provide an interactive piece of content insert to their add to capture more data and leads so Snapchat is getting leads
  • As part of their lead capture element, they can capture any sort of data they want (phone number, email address, name, etc.
  • They’re also able to capture declared data – which you can only get from someone through a conversation to help companies understand their customers better.

How Jebbit is Generating Their Own Leads:

1. Personalized messaging

  • Understand your potential customers before you do your outreach.
  • Understand their pain points and doing that outreach in a very personalized way.
  • Reference articles or anything you can get in front of the decision maker.
  • Make sure about the same pain points they’re facing everyday and how you’re potentially able to help.

2. Outreach

At Jebbit, they have both inbound and outbound teams as well as partnership teams that work closely with their partners to continue to drive revenue.

3. A two-step sales process

A lot of times, they have to be an evangelist for what they’re doing and the idea of declared data and mobile attractive content. It’s more of education in those spaces.

First, they get them to buy into the idea of what and why they’re doing it. Second, they walk them through the Jebbit platform where their capabilities and expertise lie.

How to Utilize Snapchat to Grow Your Business or Your Leads

  • Thought leadership
  • Building relationships
  • Maintaining personal connections
  • Understanding your customer’s interests both work-wise and personally

Taylor’s Major Takeaway:

It’s all about personalization. Make sure you understand your buyers and you personalize every message.

Episode Resources:

Connect with Taylor through email at or call her at 781-248-8274.

Check out the TSE Hustler’s League.

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TSE 731: The Keys to Becoming a Successful Enterprise Sales Rep

Trong Nguyen wrote a book called Winning the Cloud: Sales Stories and Advice from My Days at Microsoft. He’s packed with some great tips and strategies today so be sure to take a listen.

Trong is a top performing technology sales rep, doing some amazing things. We’re discussing some points he covered in his book.

From being a Vietnamese refugee in the Canada, Trong has hustled his way to being a top sales professional in tec, having worked with large corporations doing enterprise sales.

Here are the highlights of my conversation with Trong:

What separates top performers from average sellers:

  • They treat their craft with passion.
  • They’re students of the game.
  • The constantly spend time tweaking and honing their skills.
  • The constantly educated themselves.

Why another sales book:

Trong wants to share the mistakes he has made along the way, with some humor in them, so people can learn from them.

Biggest mistakes new salespeople make in enterprise sales:

1. Getting mentored by old-timers and they drink to success

2. Arrogance, not confidence

The Keys to Becoming Successful in Enterprise Sales

1. Understand that winning costs.

There are sacrifice you’ve got to make if you want to win.

2. Come to the meeting prepared.

Prior to the meeting, do some basic research. Bring the facts leading to that meeting. Understand the company and what value you can bring to the table. Give them that vision of the value you can bring to the table.

3. Have lunch appointments.

Asking your customers to grab lunch or drinks would be the foundation upon you get everything established and done by. The only times Trong has found that his customers really want to meet with him is either breakfast, lunch, or dinner.

4. Understand your customer’s business.

Start with the basics like their financial statements or annual reports. Listen to their analyst calls.

Then spend a lot of time with all the executives up and down the chain of command, and go wide. Set conversations with them and interview them.

Get all data together and collate them into one mosaic to give you a picture of what their business looks like.

5. Show up!

Show up in the office and show up to the customer. Hang out at their office. It’s amazing what you can do in between meetings. Before you know it, you are the face of the company to them.

Trong’s Major Takeaway:

Sales is a craft. Treat it like an artist. Work it, hone it, be a student of the game. That’s the only way you become the top of what you do.

Episode Resources:

Connect with Trong Nguyen on LinkedIn. Watch out for Trong’s second book coming out soon.

Check out the TSE Hustler’s League.

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Donald Kelly, TSE Hustler's League, Sales Process

TSE 730: TSE Hustler’s League – Make Your Prospects Commit to the Next Level

Donald Kelly, TSE Hustler's League, Sales ProcessDo you know why deals are slowing down so much?

That’s because there are no commitments at each level.

Today, I’m sharing another snippet from one of our training sessions over at the TSE Hustler’s League.

Clients Are Evaluating You

At the end of the process, what can you do to get them to commit to the next level?

Be able to make them commit to move on to the next step.

Make Your Prospects Commit at Each Stage of the Process

At each stage, give them something they can commit to. For example, give them a white paper or a video link or anything that would give them value, which they could apply to their own process.

Then ask them if you could do a follow up after they’ve consumed the content you offered them. This will let you know, they’re committing to you at each step.

Episode Resources:

Check out the TSE Hustler’s League.

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Sales from the Street, Sales Coaching, Donald Kelly, TSE

TSE 729: Sales From The Street-“I’m a Sales Coach”

Sales from the Street, Sales Coaching, Donald Kelly, TSEDo you feel you’re taking too much? Or that you’re not being laser-focused on the market that you serve?

Today, our guest, Cynthia Barnes, is a B2B, women sales coach. She’s back here on the show today to talk about a struggle she face, how she overcame it, and the results she got.

Cynthia Barnes is a Metro Detroit-based executive sales and leadership coach and thought leader. As a visionary and intense leader of highly successful sales teams, Cynthia has learned that the key to reaching the Top 1% is a high level of precision combined with relentless execution.

Cynthia is Founder and CEO of Barnes Sales Institute, an executive sales coaching firm for women sales professionals and the driving force behind the National Association of Women Sales Professionals— a national sales organization that provides professional development and advocates for the advancement of women sales professionals.

Here are the highlights of my conversation with Cynthia:

Cynthia’s biggest sales struggle:

  • Not being crystal clear on the target market she serves and the services she provides
  • Trying to service customers in the level they expect you to service them even if it’s actually not your expertise (For instance, they expect you to to do marketing even when you’re expertise is in sales)

Strategies Cynthia Did to Overcome Her Struggles:

  • Cynthia is a darn good sales coach. So she knew she needed to be able to stay in her lane.
  • This takes humility and conviction, knowing that you are good at what you do.
  • It takes focus to say you’re not going to do something else.

Focusing on the Right People:

  • Stay in your lane and the right people and the right opportunities are attracted to you because you’re in your lane, your silo, your own vertical.
  • For instance, Cynthia only coaches women sales professionals. She doesn’t coach men and B2C clients. She is a B2B, women sales coach.
  • When you brand yourself as an expert in your field, there’s not enough “manpower” to handle all the people that reach out to you.

Cynthia’s Major Takeaway:

Do what you do and do it really well. Be crystal clear on your messaging, who you are, what you serve, and who you serve. Then the right people will come to you.

Episode Resources:

Connect with Cynthia Barnes on LinkedIn or send her a message at

Check out the TSE Hustler’s League.

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Donald Kelly, Alex Goldfayn, The Sales Evangelist

TSE 728: How to Grow Your Business by 15% in Just 15 Mins Per Day!

Donald Kelly, Alex Goldfayn, The Sales Evangelist

Scared of calling? Well, I hate to break this, but if you want to make more sales and grow your business, you’ve got to pick up the phone more and communicate with your prospects.

Alex Goldfayn is the author of the book, The Revenue Growth Habit: Simple Art of Growing Your Business by 15% in 15 Minutes a Day. He breaks down selling and marketing, how to get your message out there in simple, bite-sized chunks. This makes it so easy for us as business owners and entrepreneurs to try these things.

Here are the highlights of my conversation with Alex:

Why People Are Not Making the Sale – Fear

We avoid using the phone because we’re afraid of rejection.

Many salespeople spend only 4 hours a week on the phone. Call people some more to pay you some more.

We think people are getting called all day long, but everybody else has the same fear of calling this person as you do. So these prospects are getting almost no phone calls.

Strategies during your call:

1. Tell them you’re thinking about them.

  • Ask them what they’re working these days that you can help them with.
  • After asking this question, be quiet. Let them answer the question.
  • Guess what? They will tell you because they’re grateful you’re calling.
  • All customers really want is to know that we care.

2.Don’t make them look stupid, to their customers and to their colleagues, and to their boss.

If you show people that you care, literally you’re doing 95% of the sale, on the spot right there.

Why another sales book:

  • Alex’s book has 23 different techniques like picking up the phone. A typical customer only knows about 20% of what they can buy from you.
  • We don’t offer our other products and services because we’re guessing they don’t need it.
  • The truth is they’re buying from competition when they could be buying from knew, if only they knew you have them.
  • And even if we tell them, some of them still don’t know.
  • The book also focuses on the right mindset in order to take these actions.
  • It also focuses on relationships, how we help people, what we do for people, how we say it, and how we make money.

Some great points from the book:

1. The key to growing your business is know how good you are and behave accordingly.

Pick up the phone. Ask for the business. Ask questions.

2. Communicate case studies to people who can buy from you.

Having a case study or testimonial is one thing. But communicating that case study and selling with it is another thing. Try to link in the customer into the case study or testimonial.

3. The 7-figure followup process

Most of the time, the customer will say yes or you get silence because they don’t like to say no.

The 3-Step Followup:

1. First is to confirm that they got the proposal.

First one should be sent within 24 hours of sending the proposal. Just write one line and then send it.

2. Use your timing based on when you think it will close.

Use your judgment based on how long your sales cycle is with this customer. Send just one line.

3. Bring out the expiration date in your final followup.

Alex’s Major Takeaway:

The secret to selling more is that there is no secret. There is only the work and the grind. There is only the communication. So let people hear from you. Talk to your customers and your prospects. Be present. Show people that you care. Pick up the phone and call them. Communicate with them so they will thank you with their money. Help people more and they will thank you with more sales

Check out and get your download Alex’s second book for free.

Connect with Alex on LinkedIn.

Donald Kelly, The Sales Evangelist Podcast, Andy Paul

TSE 726: How to Help Young Sales Leaders Become Great Leaders

Donald Kelly, The Sales Evangelist Podcast, Andy PaulWhy settle with 20% close rates when you can do more?

Today’s guest is Andy Paul and he shares with us ways you can help young sales leaders become better and more successful.

Andy Paul was here on the show back in episodes 359 and 364. Since then, he’s been doing some unique stuff working with SaaS companies. He has this passion to help people continue to grow in a changing environment.

Andy also hosts his own podcast called Accelerate! with Andy Paul, where they cover a whole lot of content around leadership, marketing, and sales to help serve people holistically.

Here are the highlights of my conversation with Andy:

The Changing Environment in the SaaS Space

  • Now, there is a need for a customer-centric, performance-based sales culture.
  • From a sales-oriented process to an education-based model

Strategies for Effective Leadership:

1. Understand each step of the process.

Understand how people make decisions and how they’re influenced. Pay attention to training sales reps to understand so they can optimize the value of every interaction they have with prospect. Understand each step of the process that brings the customer closer to making a decision.

2. Focus on serving customers.

Focus on helping and serving customers to help them move from stage to stage in the buying process.

Mistakes Young Sales Leaders are Making:

Poorly qualifying prospects

1. Train people how to really qualify prospects.

  • Andy thinks qualifying prospects is more a problem of the AEs, not the SDRs.
  • As a manager, coach your account executives and sales development reps as to how they make decisions and how the evaluate and process information.
  • Do one-on-one sitting with them.
  • It’s okay to close deal but a decision has been made, rather than having a pipeline ending up with no decisions.
  • When the customer does nothing, that’s the worst that can happen. And this starts with really qualifying the prospect.

2. Re-qualify your prospects every time.

You have to qualify your prospect in every step of the process. Over time, their needs change. They become smarter and more educated. You  have to continually re-qualify them to make sure they’re still the prospect for you.

Prospects don’t have the incentive to tell you to go away. So you have to ask.

Not understanding how to use data

  • Most businesses are data-driven.
  • It’s human nature for people to want to see causation where it doesn’t exist. So we take a superficial look at data.
  • Infographics can be misleading since you don’t know the variables in creating the data set.
  • It only has value when the study you looked at consists of all companies of the same size, same type of products, or have customers of the same size.
  • We confuse correlation with causation. And we let our information biases interfere with our conclusions.

Question Everything

Take nothing at face value. Don’t just go with the flow. Analyze what’s beneath the surface and look for the missing variables. What are you not seeing? Have that obligation to not take the easy route.

Break the Rules

Don’t just say yes to everything if it doesn’t align with your strengths or with your process.

Successful professionals break the rules. Find a way to turn your people loose. Let them develop their own strengths. Let them break the rules a little bit. Then you can sort out who have the capability of succeeding.


Andy’s Major Takeaway:

Be your own person. Be authentic to yourself. Find out what you’re really good at and what you can do even better. Break the rules a little bit.

Episode Resources:

Connect with Andy on LinkedIn and Twitter @realAndyPaul. Shoot him an email at or give him a call at 619-980-4002.

Listen to Andy’s podcast Accelerate! with Andy Paul

Check out the TSE Hustler’s League.

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TSE 359 with Andy Paul

TSE 364 with Andy Paul

Donald Kelly, The Sales Evangelist, TSE Hustler's League

TSE 725: TSE Hustler’s League – “Close Early”

Donald Kelly, The Sales Evangelist, TSE Hustler's LeagueToday’s episode is another snippet taken from one of our sessions over at the TSE Hustler’s League, where we primarily tackled the idea of closing, specifically, the need to close early.

The most common mistake sellers make is they start at the beginning and they want to close the deal right away. But that doesn’t happen, typically.

Start Early

You need to start early in the process to establish commitments that’s going to help the prospect close.

Some deals take months to close, even longer, especially when they still have to go through a review process within their organization.

Deals can take forever to close. But you need to understand in each stage of the process, you need to have a guideline to follow.

The key is to get them to say yes to small commitments in each stage of the process so they would eventually convert in the end.

Problem Recognition – The Unconsidered Need

If you’re reaching the prospect for the first time through cold call, have them make an early commitment early on.

What’s something you can do to make yourself stand out? Share with them something that may not even be thinking about.

After you share with them that need, try to share with them a white paper or something they can follow or study. It can be in the form of a video testimonial. Get their commitment to read your paper or watch your video.

Episode Resources:

Check out the TSE Hustler’s League.

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