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Planning and Setting Goals for 2020

TSE 1233: How To Plan And Set Goals You Can Achieve In 2020

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Planning and Setting Goals for 2020With the new year comes new goals and resolutions. This episode’s guest offers new ways and suggestions to help you plan and set goals you can achieve in 2020.

Many salespeople don’t realize that sales is easy if you follow a basic formula. Typically, however, sales reps have a habit of following the bouncing ball their prospects are throwing despite the many times it can lead to a dead end. 

Dave Mattson started out as a client at (David) Sandler Training and he’s been with the company for 30 years. He worked his way up the organization and became a partner in 1994. He had an opportunity to work with Dave for six years before David passed away in 1995. Dave purchased the company in 2012 and is currently the Brand Manager and CEO. They have 265 training centers globally and just last year, they trained 31,000 people and streamed their training to 19,000 people. 

This streamed training is becoming the way of the world, especially with the technology that is currently available. As a result, people in their system are represented by different age groups, different cultures, and different countries. Dave’s company creates content that is accessible in whatever format their clients need. For example, younger clients prefer several 4-minute micro pieces of training, versus a 45-minute lesson. With that knowledge, Sandler made 2,700 micro-learning lessons and added it to their suite of products and services. 

Sales strategies keep evolving so Dave and his company must keep up with new trends.  With Sandler being one of the longest-running companies, many people in the industry may view them as “dinosaurs” but year after year, they win awards for best sales training, management, and coaching. They clearly have the expertise to do it right. 

Importance of goal setting and planning

From a CEO’s perspective, planning is imperative to make sure all the different groups in the organization know where they’re going. The assumption is that you have great salespeople working for you, competent individuals, but you have to make sure they are all heading in the right direction. It is the leader’s responsibility to see all the working parts. Each group needs to be assigned their tasks so everyone ultimately moves toward the organization’s goals.  

As a leader, you need to set up a strategy on how to plan and set goals you can achieve in 2020. Layout the benchmarks you want your salespeople to achieve and how you intend to get there.  Show your team the contingency plans so they can better define daily goals for themselves. When the entire team has accountability, planning becomes a “we” exercise. The more you socialize it, the more people get involved. Dave suggests that for your corporate goal to become successful, each salesperson needs to link their commissions to personal goals that will keep them motivated.  A great question is, “If you earn your $250,000 commission, what are you going to do once you have your money?” Being able to visualize something that is meaningful to them, helps to keep up the momentum.

There are two reasons why people leave the company.  The first is that they don’t feel like they’re being stretched. The second is they don’t respect the person they work for. Sales leaders have to think of ways to motivate their sales reps to achieve their goal, not only for the organization but for individual goals as well. 

When the team doesn’t play their role 

The most common reason people say they don’t play their role say is they don’t have enough time. There has always been a serious time compression problem in sales. Many magazines claim that the top 3% of all producers are the people who have written down their goals so 97 out of 100 people don’t. This tells you how difficult the job of a sales leader is in an organization. They are in charge of producing revenue from people they can’t control. 

Sales leaders need to find a way to motivate their people to make the organization’s plan a success. 

The planning process

The first thing you can do to plan and set goals that you can achieve in 2020 is to think about the different buckets of goals. What are the categories that are most important to you?  Job promotion? Family? Purchases? Think of the things you want to do in those areas and mindmap. Doing this allows you to free your inhibitions and get comfortable with the things you want to do. It’s the fastest way you can brainstorm. Using your dream board or a journal, start putting these buckets in order of priority.   

As a CEO, Dave usually focuses on no more than five goals. This allows him to really focus. Goals are more achievable when you don’t have a broad list that can serve as a distraction. 

Have your mind map, narrow your goals to five, and have some plan of action. Break your plans down quarter by quarter, month to month, and day-to-day. If you can hit your goals for Q1, then you know you’re on track. If not, plan out your contingency and look for the people who can help you get refocused. 

The problem with setting annual goals is, while there’s nothing wrong with that, these goals are a long way off and you don’t get to feel a daily win. 

Become a behaviorist 

Say you have a goal of $10 million. You may have a monthly goal of  $850,000. That may mean six sales a month and 24 presentations. Getting in front of people is part of the plan but you can’t control all aspects of that goal.  For example, you can’t control how your prospect will respond. You can’t control anything but your own behavior. An option is, then, is to take a financial goal is and then reverse engineer. What are the daily goals you need to meet? Make little daily goals because you may not be able to control the outcome but you can control your behavior every single day. 

Sales reps from any company can break down their annual goal and reverse engineer to daily behavior. Doing this will help them reach their quota faster.

When setting goals, what matters most is your attitude and behavior. A sales rep must have a balanced mindset and do the things he is supposed to do on a daily basis. 

Balance between realistic and stretch goals 

You need to know the distinction between a stretch goal and a realistic goal is. Stretch goals are reachable in longer time frames and while that is okay, you still need realistic goals that you can hit. 

Sandler taught Dave how to make some stretch goals.  When Dave was 70% to his goal, David would move the target even further. Sandler didn’t do it to be discouraging but, instead, he’d encourage Dave to keep moving because he knew Dave had the momentum to do even better. 

Remember to move slowly and celebrate your success. 

Goals are there to adjust. Be careful of setting goals that are too low just to feel good about yourself. 

Motivate yourself to reach your goals

You can plan and set goals you can achieve in 2020 by motivating yourself.

Motivating yourself is a great idea way to reach your goals. Verbalize and publish your goals. Some people write down their goals in a journal so they can track their progress. It’s also good to have people around you who will hold you accountable to your goals and keep challenging you. They can be your partners, your colleague, or anyone else who won’t shy away from calling you out. 

It’s also important to be able to adjust in the event you don’t achieve your goals. Failing isn’t a bad thing when it offers an opportunity to make the adjustments you need to get closer to success. These tweaks are the way to get back on track.
To plan and set goals you can achieve in 2020 write out your goals and create a plan of action. That will be your guide. Verbalize your goals too and make sure to break them down into achievable, daily goals. Believe in yourself and remember the Success Triangle: Attitude-Behavior-Technique. Know that it’s okay to fail. You are going to fail more than you win and the failures are not necessarily negative to your goal setting. They just let you know it’s time to adjust. 

“How To Plan And Set Goals You Can Achieve In 2020” episode resources

Dave Mattson recently finished his book entitled The Road to Excellence. It’s a playbook to help small entrepreneurs take their businesses from where they are today to where they want to be in three to five years. He also just published the book Success Cadence, he wrote it with two other business-minded people from the company called Splunk, they were able to take their company from 30 million to 1.2 billion in just five years. This book is about how to turn your organization and yourself as a producer into a sales-focused machine and find people who are willing and able to do what it takes to succeed. 

Reach out to Dave Mattson via his LinkedIn profile. You can also email him directly at Dmattson@sandlercut.com

If you have more sales concerns, you can also talk to Donald about it via LinkedIn, Instagram, Twitter, and Facebook for 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 in January 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. 


Donald C. Kelly, BDR, TSE Certified Sales Training

TSE 1175: TSE Certified Sales Training “How to Succeed As a BDR”

Donald C. Kelly, BDR, TSE Certified Sales TrainingWhether you’re learning it for your own work as a BDR or you’re preparing to help another seller, there are five important keys to help you succeed as a BDR.

If you’re looking to move to the next level as a seller, The Sales Evangelist Certified Sales Training Program group coaching program allows you to train at your own pace, either alone or as part of a group. The next semester begins this month. 

Drink your own Kool-Aid

Make sure you understand the product or service you’re selling. In fact, I recommend that you actually use it yourself. If it’s an enterprise software SAP or something large like that, you won’t likely buy it for yourself, but you should understand how the system truly operates. Know how it will help the customers you’re pursuing. 

If you’re a BDR, you’re probably not chasing every single customer. You’ll probably have a territory or a certain kind of client. Look at industry reports to understand your customers and how your solution will help. Ask previous clients why they like your solution so much.

It will also help you speak their language and be more confident in your conversations. Know the problem that you’re able to solve for your buyer.

Be intentional

BDRs must make sure to follow their company’s process, and then they have to go a step further. They must know their ratios. 

  • How many conversations does it take to get to a demonstration?
  • How many demonstrations do you typically do before you land a sale?

Keep track of these numbers. Email me and I’ll share my own prospect tracker with you. 

When you have these numbers, sales becomes more of a science. Each day, you can specify how many new opportunities you want so you can get to a demonstration. 

You won’t be as successful if you aren’t intentional. 


Become an expert at listening. Listen to the things your prospects say as well as the things they don’t say. 

Read case studies, find out what some of your current customers are doing, and understand their problems. If you listen closely, you’ll begin to notice when they aren’t telling you the real issues. Be a silent expert.

Ask tough questions

Sellers sometimes want to appear knowledgeable, so they talk a lot. Instead, focus on the caliber of questions that you’re asking. 

Make a list of these questions you can ask your prospect. Also, prepare a list of follow-up questions. If, for example, your prospect says that he already has a solution in place, you must be prepared to respond to that. Maybe something like this: “I’m not here to break up great relationships. I do, however, know that contracts end and that people typically will look for new vendors. Would you be open to see if we could benefit your organization?” 

Lead with the intro, “Out of curiosity” to soften the edge on a question like, “Why are you waiting until next year to change?”

Make sure you find great opportunities for your team.

Personalize your approach

Take advantage of video to personalize your approach. Depending on the type of business you’re in, use a tool like BombBomb to make a simple video to the prospect and include this in your flow process. 

If you’re sending emails and reaching out on LinkedIn, your personalized videos will help you stand out among the other BDRs. Personalized videos will help you connect with the right clients and produce better results. 

Outwork yourself

Compete against yourself. If you did 15 appointments last week, set a goal for 17 this week. Push yourself. Don’t compete against your teammate’s goals. Constantly seek to improve.

Success will naturally come if you constantly out-hustle your previous performance.

“How To Succeed As A BDR” episode resources

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 Top1Summit.com to learn more and register! 

You can also connect with me at donald@thesalesevangelist.com 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.

Asking, Closing, The Sales Evangelist Podcast

TSE 1122: Don’t Forget To Ask!

Asking, Closing, The Sales Evangelist PodcastSellers are programmed to take advantage of outreach to generate opportunities, but it’s important that we don’t forget to ask for the referral.

We understand the importance of cold calling and cold outreach, but that’s doing things the hard way. We do it over and over again without ever considering whether it’s the best way.

This is a reboot of an earlier episode of The Sales Evangelist, but it’s an evergreen topic. Asking for referrals always makes sense for motivated sales professionals.

Cold calling

I would never suggest you shouldn’t use cold outreach or cold calling to connect with your prospects. I do it myself and I’ve generated great opportunities that way. But it isn’t the only way to generate them.

Sometimes we forget to ask for referrals. So as a sales pro, how can you remember? What else can you do to remind yourself to take the easy route to generating business?

Put it on your calendar.

Create a habit

Create a weekly goal to generate three referrals per week. If your goal is to get three referrals per week, even closing one of those referrals will change your results. Once you institute the habit of generating referrals, you’ll establish a pattern of one deal per week that closes. And that’s if you’re not particularly good at it. If you’ve taken our TSE Certified Sales Training, you could possibly do even better.

You can build on that habit and that improvement. That will amount to more money for you and your organization.

If each of those deals amounts to $10,000, you’ll generate $40,000 a month. If you’re responsible for $80,000 a month, then half of your business will come from referrals. If you’re currently not generating any, that’s a pretty great increase.


Salespeople don’t necessarily like accountability. Do it anyway. Tell a coworker or sales leader your goal. Join our Facebook group and tell someone your goal.

Accountability is important. When I worked as a sales rep, I shared my current projects with my sales manager. She saw that I was motivated and proactive and I eventually got better opportunities than other people on the team.

If you share your goal with your leader, he or she will certainly follow up to help you stay accountable. If you’re an entrepreneur working internally at an organization, you can benefit from the same kind of accountability.

Set calendar invites

Establish specific times in your schedule when you’ll pursue referrals. Just as you set time to prospect and pursue inbound leads, set time for referral prospecting. Set 30 minutes each day to reach out to your clients for referrals.

It’s such an easy task that most of us won’t do it. We’re programmed to do things the hard way; to pick up the phone and dial. These simple projects can gain us business, but referrals don’t always happen naturally.

You must ask for the referral.

“Don’t Forget to Ask” episode resources

Connect with me at donald@thesalesevangelist.com.

Try the first module of the TSE Certified Sales Training Program for free.

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

TSE Certified Sales Training Program can help you out of your slump. If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

Tools for sellers

This episode is also brought to you in part by mailtag.io, 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.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

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

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

Audio provided by Free SFX and Bensound.


Donald Kelly, Sales Incentive

TSE 1115: Incentivize Them To Sell

Donald Kelly, Sales Incentive
Sellers often seek the path of least resistance, and if your programs aren’t designed to incentivize them to sell, your sellers may game the system and engage in activities that won’t help themselves or the company.
If you design your commission plans and your structures effectively, you’ll create more effective sellers who feel like they’ve actually earned something and who will achieve wins more often.

Happy sellers

As a sales leader, you know that your sales reps will make outbound calls and try to close deals. Your goal is to incentivize them to do their jobs. You want them to be happy. You also know that if they are earning something, they will feel good.
In the natural order of things, if they are doing well, they’ll love working for you and the company will prosper as well.

Flawed incentives

In her book, The Sales Development Playbook, Trish Bertuzzi lays out different concepts to help organizations develop the proper incentives. Sometimes companies design their incentives poorly so that reps are only encouraged to make phone calls.
Many reps will game that system because it doesn’t measure anything meaningful to the company. If you’re only counting activities, they’ll figure out that all they have to do is make phone calls.
You know, though, that appointments lead to more deals. So if you’re expecting an appointment every 20 phone calls, but your reps are simply calling and hanging up without having meaningful conversations, you won’t likely achieve those appointments.


Trish points out that many companies promise great incentives but we neglect to clarify the actual process were seeking. We make promises about being able to “earn more than the CEO” without explaining our expectations.
We fail to tell them, for example, that the sales cycle is seven months long, so it will likely take them about three months to really get established. They probably won’t make any real money until about 10 months into the process. Then it will take about 30 days beyond the close date for them to get their payout.
You can help them survive the long cycle by offering ways for the rep to win. Perhaps you’ll provide a more competitive base because you realize it will take them a while to build a commission.

Set up for success

Without a meaningful way to win, your sales reps may stick around for a few months and then move on to something else. Instead, set them up to succeed.
If you’re talking about your BDRs, how can you give them an opportunity to make money? If your AEs earn 10 percent for a closed deal because you know it will be a while before they close a deal, they’ll be eating pretty well. If your BDRs, on the other hand, earn only 1 percent, they’ll have to wait a long cycle before they get their piece. How excited do you think your people will be to work hard in the cycle?
What if you pay them per appointment set, but they get part at the beginning of the process and part at the back end of the process.
If you offer $10 for each appointment, they can earn $5 at the front and $5 at the back. If your reps set quality appointments with qualified prospects, they’ll earn $5 at the beginning and $5 at the end. If the prospect isn’t a quality one, they’ll get the initial money but not the money at the end.
Then, if you realize that your sellers have a lot of rejected opportunities, you can determine that either the AE is doing something wrong or the BDR is. Once you determine which is the case, you can coach them to close those deals.

Hoarding appointments

Here’s the other challenge. Some sales reps will realize that they’ve already earned what they needed for a certain month and they make the decision to sit on other opportunities for the following month. They hang on to them to make sure they’ll hit their numbers the next time.
Again, you can incentivize this. You can set an expectation of 20 leads per month, or five per week. If your reps hit that number, they will earn the full amount for those appointments. If your reps only land 16 appointments, their earnings will be pro-rated to reflect the shortfall.
If, on the other hand, some of your sellers exceed the 20 appointments, you can raise the amount they’ll earn for quality appointments. They’ll still get half at the front and half at the back.
Now everyone is happy because they are earning money throughout the process instead of starving until the deals close.

Make sure they eat

Make sure your sellers have an opportunity to eat.
I’m a strong believer that if hire the right people, pay people right, coach them, and train them, they’ll perform for you. But you also have to make sure they don’t game the system. Make sure that everyone walks away with the sense that the process is fair.

“Incentivize them to sell” episode resources

You can check out Trish Bertuzzi’s book, The Sales Development Playbook, with a free trial of Audible. Check out the 30-day free trial to listen to the book for free.

If you haven’t connected with me on LinkedIn already, do that at Donald C. Kelly and watch the things I’m sharing there.

You’ve heard us talk about the TSE Certified Sales Training Program, and we’re offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester.

You can take it on your own or as part of the semester group.

If you and your team are interested in learning more, we’d love to have you join us. Call (561)578-1729 to speak directly to me or one of our team members about the program.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. 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.

When you share your experiences with the show, others will read the reviews and give us a listen.

Audio provided by Free SFX and Bensound.

Daily Planning, Weekly Planning, Donald Kelly, The Sales Evangelist

TSE 987: I Don’t Have Time For Daily Planning

Daily Planning, Weekly Planning, Donald Kelly, The Sales EvangelistOn today’s episode of The Sales Evangelist, we discuss time management and how daily planning can help you be more effective in your role as a seller.

It seems like there is never enough time in the day to get things done. We need an extra day in the week or at least an extra hour a day.  I was always so busy that it felt like I didn’t even have time to sit down to read a book. Even knowing how important personal development was, I always managed to put it off.

Then, I took a vacation.

It is amazing how much you can do when you are in the air for five hours with limited distraction.

So what changed? What happened? The amount of time I had certainly didn’t change. My focus did.

The concept of daily planning

How many times have you been told to try daily planning? Now, how many times have you actually done it?  [02:04]

If you are the modern seller that I know you are, you are distracted. Reading proposals, talking to customers, going to meetings, checking email … These are all distractions. Every time an email pings your phone, you are pulled in a different direction.

Everyone – from internal teams to clients to prospects to friends – is vying for your time and attention. As a result, important things fall through the cracks. You finish at the end of each day and find yourself wondering if you accomplished anything at all.

It all goes back to the very powerful principle of being acted upon as opposed to acting. [02:59]


Thinking back to a previous episode when we spoke to Greg McKeown about his book Essentialism, I’m reminded that we can’t have priorities.  The plural of the word ‘priority’ shouldn’t even exist. There can only be one priority.

Essentialism means to focus on the essentials. As a seller, your most important task is to bring in new customers and close deals. So, what activities will lead you to that result?

Until you understand what you need to do as a seller, you will not be able to stay focused. You will always be acted upon. Sure, there will always be important distractions but oftentimes they are not the activities that you need to do to accomplish your goal. [04:46]

To help you stay focused and have the time to do the things that matter the most, I want you to think about these three questions:

  1. Will the activity move me toward my essential goal of helping people make a decision and close a deal?
  2. Do I have to do it? Is this a task that no one else can do?
  3. Does it have to be done right now?

If the activity doesn’t tie into your goal or responsibility, don’t do it.

Set your focus

Let’s suppose you’ve set a goal to prospect for 30 minutes a day. It is certainly a step towards achieving your goal, so it needs to be done. But do you have to do it yourself? Or could you pass some of it off to an internal sales team? Or to someone on Fiverr.com?

Suppose you get a call from your boss and she needs a report. Does she need it right now? Is there someone on your team that can take care of it for you? If you are the only one who can do it, can you move it to the end of the day so as not to take away from your prime working time?

When you focus on the essential things, the distractions fall away. The things that used to pull you away move out of focus. [05:41]

I recommend taking an hour each week to plan for the upcoming week. Be sure you are fully vetted and ready so that you can avoid those distractions. What are the important tasks ahead? Schedule everything out. Set time for social media, time for prospecting, time for appointments … You can even set time to receive emails using Boomerang, or Google, so that you aren’t pinged throughout the entire day.  [08:46]

You are acting rather than being acted upon.

Once you have the weekly focus set, spend a few minutes at the end of each day to make any necessary adjustments. You will already know what you will do the next day as soon as you arrive at the office. This makes life so much more productive!

Plan your day

Taking the time to plan your day will save you time. Forget about your friends’ Instagram posts. Focus instead on the things that will help you grow your business, grow your pipeline and have a killer year. [11:45]

Make the effort.

If it sounds like too much work, then by all means – go back to winging it. But if you do, promise me that you will compare your results to the person who is not winging it.

How much more productive are they? Are they hitting their goals? Are they working with less stress, fewer headaches, and less frustration? Probably.

I share this with you because I’ve been there. I know it works and I’ve seen the huge difference it can make. Try it. Give it a month. I don’t think you will regret it.

“Daily Planning” episode resources

If you have additional questions or want more insight, email me at donald@thesalesevangelist.com. I may not answer it right away (because I’m scheduling my time) but I’ll get back to you as soon as possible.

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s automated outreach that will help you schedule your contacts and it can help keep you from getting distracted.

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

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

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.

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

TSE 986: Driving Sales in the 4th Quarter

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

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

4th quarter complications

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

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

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

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

Begin in October

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

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

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

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

Plan for sales in January

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

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

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

4th quarter trouble

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

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

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

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

Give up the day

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

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

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

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

Take responsibility

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

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

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

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

Meridith calls it seeds, weeds, and needs.

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

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

Make it safe to fail

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

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

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

Fill a dry pipeline fast

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

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

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

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

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

“Driving Sales in the 4th Quarter” episode resources

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

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

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

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

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

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

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

Audio provided by Free SFX and Bensound.

Donald Kelly, The Sales Evangelist, Goals, Planning

TSE 982: Throw a Dart at The Wall Goals

Donald Kelly, The Sales Evangelist, Goals, PlanningToday on The Sales Evangelist we’ll talk about planning and setting effective goals.

It’s that time of year again where we find ourselves contemplating our achievements over the past 12 months. Some of us reached our sales goals and some of us did not, but we can all benefit from reflecting on what worked well, and what did not work at all.

Have a plan

There’s a difference between setting goals by ‘throwing a dart at the goal wall’ versus setting goals based on the experiences that we are guided towards by the people we meet.

It is the difference between having hope and having a plan. [03:27]

A ‘throw a dart’ goal is as simple as choosing a random number – say $80,000 for example – and then setting that as your commission goal.

But why that number? Are you simply hoping to make $80K, or do you have an actual plan in place to achieve it?

I hope I lose 10lbs next year, I hope I win the lottery, I hope we get out of work early… Those are all just hopes because there is no plan in place to accomplish any of it. You have no control over the outcome.

Goals, however, are fact-based. Let’s consider again the idea of earning $80K in commissions. If you made $40K last year and you know you want to push yourself more next year, does doubling your income seem realistic? Or is a goal of $60-65K more reasonable? [04:16]

Unrealistic goals

The problem with repeatedly setting goals that are not based on fact is the likelihood of failing to meet them. It becomes a vicious cycle. We fall short of our goal, we feel deflated as a result, and we stop trying.

This contradicts Grant Cardone’s 10x Concept but hear me out. Let’s say I went to my manager and told him that I am going to try to get a million dollars in revenue for the year. We put that idea in motion and plan around it despite that, in reality, my highest revenue ever was $50K. It’s just not going to happen because it is an unrealistic goal from the start. [05:10]

So what steps can you take to ensure that your goal is both realistic but also pushes you to achieve more? I have five that I want you to consider. [06:50]

Reasonable and achievable goals

Learn from the experience of others. Talk with your teammates that have done well or talk with your manager. Find out what goals they set when they were new to the business.  What steps did they take? What is a reasonable goal in their opinion?

Put your goal in writing. Once you have decided on a reasonable goal, write it down and put it where you can see it. Studies have proven that goals that are written down are more likely to be achieved because there is a confidence that comes from taking that first step.

Focus on fewer goals. This may sound counterproductive but do you really have the time and energy to reach your sales goals, be the top seller, get 10 new clients every week, go to the gym every day, travel the world and achieve those lofty 10x goals? Wouldn’t it make more sense to break it down into fewer achievable goals instead?

Your goal needs to be measurable and specific. Suppose, after talking with your teammates, you’ve set a realistic goal of $50K.  The next step in achieving that goal is to decide how, specifically, you will achieve it. Break it down. How many new clients, for example, would you need to achieve the $50K? If gaining eight new clients is possible based on previous experience, then a goal of 10 new clients is not so far-fetched. [09:06] [12:21]

Divide the goal into manageable pieces. The beauty of the book The Twelve Week Year is that it breaks the entire year down into 12-week increments so that you can take your goal and divide it into quarterly goals. How many appointments, how many new clients, how many presentations etc. do you need, on a quarterly basis, to stay on track? Put those calculations into your calendar and work toward them on a regular basis.  

It really helped me to achieve my goals because it is so manageable. I can focus on what I need to do each day or each week to achieve my end goal instead of just hoping that it magically comes together at that end.

A quarterly focus on a realistic goal enables you to turn the process into a habit. Once you have the system down, you can replicate it over and over again. You are going to see measurable and amazing results. [09:57]

We’ve had our best year yet at The Sales Evangelist and I want to make sure you can do the same. I’ve been in your shoes and I really enjoy helping new sellers however I can.

We are already planning for next year by taking a look at what we’ve accomplished this year and what we hope to accomplish moving forward. I hope that today’s podcast will help you do the same.

“Goals” episode resources

Get a free download of the Twelve Week Year, as well as a 30-day free trial of the audible version, at audible trial.com/TSE.

Check out our Facebook group, The Sales Evangelizers. It is for sellers all over the world to share insights, ideas, ask questions, and so forth.

If you are not pleased with your CRM or think it could be functioning better, check out Maximizer CRM. Maximizer is a personalized CRM that will give you the confidence to improve your business and increase profits. Go to TheSalesEvangelist.com/maximizer for a free demonstration. [00:43] [14:45]

We are also brought to you by prospect.io/tse.  Do yourself a favor and check them out. Prospect.io is a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. It has changed the way we prospect. [00:43] [13:57]

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 enjoy fine podcasts.

And be sure to subscribe to the podcast and share with your friends!

Audio provided by Free SFX and Bensound.

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

TSE 892: How Can I Better Coach My Sales Team?

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

When your sales team isn’t hitting its numbers, what can you do to help them improve? How can you make sure your training process is effective? Ask yourself this: How can I better coach my sales team?

On today’s episode of The Sales Evangelist, we’ll discuss sales coaching, and how you can help your sales team succeed. We’ll address the things you can do to better coach your sales team.

If you have team members who are falling short, odds are that they want to succeed just as much as you want them to succeed.

There are three things you can pay attention to in an attempt to help your team.

Coach your reps

If you aren’t able to coach your sales reps yourself, then find a coach who can.

Begin by understanding the difference between training and coaching. Coaching helps the seller recognize his challenges.

Ask him appropriate questions and help him arrive at his own decisions about his selling. Allow him to participate in the process.

Tailor the approach to his particular challenges without lecturing him.

Work together to solve problems, and identify the things that aren’t working. Where does he think he can improve? What does he feel like he needs?

Training, on the other hand, is an on-going process. We cannot expect that one sales training session will help our reps instantly be effective.

That simply isn’t the case in any industry.

Training must be hands-on, and it must include application. Make it consistent; something that changes behavior.

Guide them through the process, and seek training that is continual.

Makes sales meetings educational

Sales meetings shouldn’t be focused on administrative tasks. It’s ok to talk about the effectiveness of sales, but this meeting shouldn’t be about measuring our individual effectiveness.

Sales meetings should address how the team is doing as a whole. Don’t single out individuals.

Some of your team members will obviously be doing better than others, and it’s ok to ask them to share what’s working.

Don’t single people out, because allowing the successful team members to talk excessively about their success will likely demoralize those who are struggling.

Instead of focusing on individuals during your sales meeting, focus on your team.

Best of all, ask your team members to share the tasks they are best at so that everyone on the team benefits from their experience.

Be involved in the process

Give your team members the opportunity to take ownership of the process. At the same time, though, be there with them.

  • Take her on a one-on-one call.
  • Go on an appointment with her.
  • Make calls with her.
  • Help her send emails.

When your team succeeds, celebrate with them. Your job is to motivate them and better coach your sales team.

“Better Coach My Sales Team” episode resources

We’ve been recommending the book the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley  for quite some time because we believe in the message. Based upon interviews with buyers, it offers specific information for sellers to help them become trusted advisors.

As part of the series this week, we have a SlideShare available for you to download, or you can link to it here. As always, we also have a free excerpt of the book so you can try it out for yourself. We believe you’ll like it so much you’ll want to grab your own copy.

Today’s episode was also brought to you by Video Jungle podcast, your source for marketing and making your brand pop using video. Plan, create and share your way to better content and strategy.

If you think you might benefit from more stories like these, check out The Sales Evangelist Hustler’s League, an online group coaching program that brings sellers of all levels and all industries together to share insights. We’re beginning a new semester this fall, and we’d be honored for you to join us.

We’d love for you to give us a rating wherever you consume this content. If you love the podcast, give us a 5-star review and tell others about the podcast.

Audio provided by Free SFX and Bensound.

Samantha Alverez, Donald Kelly, The Sales Evangelist Podcast

TSE 853: The Biggest Roadblock To Learning Soul-Centered Sales

Samantha Alverez, Donald Kelly, The Sales Evangelist Podcast



The sales industry has gotten a bad rap. Many people buy into the idea that the sales industry is bad or manipulative. They have a hard time selling authentically because they haven’t completely invested themselves in sales. But what if you could learn soul-centered sales?

Today on The Sales Evangelist, Samantha Alvarez explains why you should view sales as a service, and the important role persuasion plays in all aspects of life.

Sam coaches entrepreneurs who have a hard time selling themselves, and helps people discover the service side of sales. Prior to her time in sales, she was a nurse practitioner, one of the most trusted occupations in the country. Moving from that to sales, often considered the least trusted occupation, created an identity crisis for her, but it moved her to discover how her coaching could help people achieve their vision.

Now she focuses on removing the roadblocks to learning soul-centered sales.


Sam realized early on that sales involved persuading people to buy, and that felt wrong. She felt like she had moved from an industry of giving to people to an industry of taking from people.

The jolt was so profound that she spent the first six months of her sales career speaking in a fake accent, because she didn’t want to take on the salesperson identity. She was afraid of who she would become.

Along the way, though, she realized that she didn’t have to use her skills to hurt people.

In fact, she discovered that the same persuasion required of sales professionals was the skill that empowered medical professionals to convince people to care for themselves. Most of the people she saw in her practice were relatively healthy, but she had to persuade them to make healthy choices for themselves.

The sales industry helps people dream, and it creates a new reality for people as they learn to do it well. Sam envisioned herself as someone who was helping entrepreneurs create magic, and she learned to accept herself in a sales role.


Although she loved her job as a nurse practitioner, she was burned out. She needed to leave but she wasn’t sure where to go. She accidentally fell into sales for medical research, but she didn’t expect to like it.

It was a perfect fit, because it enlisted her 10 years of medical experience helping to find subjects to participate in expensive medical studies with extremely stringent criteria.

She realized that sales improved things for people, and the more confident she got, the more she recognized her ability to help people create new realities for themselves.


Early on, Sam believed that sales was a zero-sum game: salespeople win, and buyers lose. She bought into the negative connotation, so she just wanted to make her commission and move forward.

Slowly she realized that she was working with people who were doing cool things,  and she was helping them accomplish those things.

She recognized that sales was simply persuasion, and persuasion exists in many different industries. When she accepted sales as an opportunity to persuade people to do things that moved them forward, she started having fun.

When you help people change the way they think and feel about themselves, people get excited.

“Soul-Centered Sales” episode resources

You can connect with Sam and find out more about her coaching practice at www.samalvarez.com.

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.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy.

The podcast is part of our newly-launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. To learn more, email us at SPN for more information.

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.

Greatest Showman, Sales, Entrepreneur, Business Person

TSE 767: 6 Sales Principles I Took Away From The Greatest Showman (Part 1)

Greatest Showman, Sales, Entrepreneur, Business Person

This past weekend, we watched The Greatest Showman. Over two episodes, I will share with you what I learned from The Greatest Showman as a business owner and valuable sales principles you can take and apply to your life. Check it out and let me know your thoughts.

My coach, Linda Yates, has watched the movie two times so it got me curious what actually makes the movie so great.

So there I watched it and looked for the entrepreneurial/sales aspect of it.

The First Three Sales Principles from The Greatest Showman

Setting Goals

In the movie, P.T. Barnum started from scratch and he wanted to prove to his father-in-law who said he couldn’t make it, wrong. He wanted to make himself something in the society. Third, he wanted to be respected by the higher classes.

While this gave him a lot of drive, there is also a flaw here. You can’t base your success on somebody else. You have to do it for yourself.

I was raised by my single mom and when when to the point that we were homeless. From then on, I promised myself I would never go broke again. At that age, it gave me the desire to earn my income. It gave me the drive that I will never allow my family to be in that situation like that again.

Working Beyond the No

You’ve got to hustle. The only person that’s stopping you from getting that big deal is yourself. Don’t let that stop you!

When Is Enough, Enough?

There comes a time where you will be achieving your goals. But is this going to push you beyond the things that matter the most? At one point, P.T. did.  And when you allow this to take over your whole life, then you will have a problem. You must have an idea of when is enough, enough. It’s okay if you always have that goal but make sure you don’t put that stuff in front of your family. Never neglect your family. Spend some time with them. Don’t let money come before you and your family. So have that number in your mind.

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 audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Jim Brown, Sales Negotiation, Overcoming Objections, Sales Tuner

TSE 653: Mastering The Art of Negotiation and Overcoming Objections

Jim Brown, Sales Negotiation, Overcoming Objections, Sales TunerMany sellers are scared of getting objections. Worse, they don’t do something to overcome them. They think that getting through one sales call after another can make you get better at it. Well, you won’t!

Today, Jim Brown is going to teach you how you can overcome objections for you to be able to handle sales conversations with much confidence and have better chances at closing.

Jim Brown is a sales coach, a sales trainor, and a sales consultant. He has worked with many large organizations and has closed some significant-sized deals including that $1.2 million deal with Sears. He had almost every objection in the world that was thrown at him.

Here are the highlights of my conversation with Jim:

Lessons from Jim’s coolest sales experience when he was a customer:

  • Neutralize the things you know.
  • As a seller, you can’t let what you’re selling become a commodity.

What is an Objection?

  • It’s an excuse of why someone won’t or can’t buy something. But excuses are just reasons.

Why do sellers have a hard time overcoming objections?

  • They don’t plan for them. People don’t prepare and think through what’s going to happen to them and they just start winging things.
  • Most people have not been professionally trained to sell.
  • Put some time and effort in your craft and you’ll get better at it.

Takeaways from Jim’s deal with Sears:

Jim was at that time selling SEO and online marketing services. He thought they had all in tact but it turned out they needed a lot of help.

  1. Come prepared.

Jim spent ten hours preparing for a 30-minute meeting. He knew everything that was going to be said and what could be thrown at him.

  1. Anticipate everything before it happens.

Jim asked for a whiteboard and projector, none was there. But he anticipated that so he came in with the entire PowerPoint, printed out, and bound for everybody who was going to be in the room.

  1. Ask questions.

He started asking questions to get him to reveal the context in which he was going to make the decision.

  1. The Power of Silence

When you’re in a high-dollar negotiation, once you speak and you’re the first person who throws out the number, the next person who talks loses. So they tapped into the power of silence. And the decision-maker then signed the deal.

No Time to Prepare?

  • You just have to put in the work. Don’t just show up and expect to get better just by getting through your day.
  • Spend hours role playing and understand how people are going to respond to certain questions.
  • Practice your craft everyday to get better at it.
  • You’ve got to put in the time.

How to practice overcoming objections:

  1. Write things down.
  • This forces your brain to think through all the other avenues that this could be approached.
  • List down every single objection that the prospect could give you before and after selling.
  • Spend time just writing out different responses to them. It’s different for every person. You don’t have to script out the response to everything but truly understand instead of just winging it.
  1. Re-read it.

This allows you to re-evaluate and what work needs to be done.

  1. Role-play.

Steps to Effective Negotiation:

  1. Have a goal.

The first goal of a cold call is just to have a conversation. Have a goal at very single appointment, every touch point, every meeting that you have.

  1. Prepare.

Think through every single scenario where your prospect may go and the things they may bring up.

  1. Empathize with your buyer.

Imagine you were in their shoes and figure out the things you would be concerned about or you would try to accomplish if you were them. Understanding that situation allows you to have empathy of that buyer so your answers and responses can align with what they’re trying to accomplish.

  1. Be okay with hearing and saying the word no.

This is very frustrating and a lot of sales reps are not comfortable with hearing and saying no. If you don’t have a walkaway point, you’re dead in the water. You’re going to get destroyed in the negotiation. Have a hard walkaway point. Know what your bottom line is but also know why that is your bottomline

  1. Set the ground rules.

Create a mutual context throughout the entire playing. This is the best way to start the process to have an effective negotiation. Jim recommends this book on negotiation: Never Split the Difference by Christopher Voss and Tahl Raz

  1. Have a process for things.

Understand what would allow the prospect to go from one stage of the buying cycle to the next stage, how they need to get the deal done, and what that means. This way, you know where you are in the process.

Jim’s Major Takeaway:

You will never get anything in life that you don’t ask for so start asking. The absolute worst thing you can be told is no. You can’t lose anything that you never had. So if you get told no, so what? You didn’t have it to begin with.

Episode Resources:

Download Jim’s workbook to help you break down the individual goals you need to get to where you want to go. Get it at www.SalesTuners.com/roadmap for free.

Follow Jim on Twitter @Jim_Brown

Learn more about Jim on www.AskJBrown.com.

Never Split the Difference by Christopher Voss and Tahl Raz

The Science of Selling by David Hoffeld

Join the TSE Hustler’s League.

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

Help us spread the word out by leaving us a rating or review on iTunes, Stitcher, or Google Play or whatever platform you’re using.


Goals, Plans, Stragergies, Outcomes

TSE 601: Effective & Efficient Execution of Goals and Outcomes

Thor Conklin, Donald Kelly, The Sales Evangelist PodcastStill struggling with hitting your goals? Sure, you may have devised a great plan but you may be lacking in effective and efficient execution. Hmmm…I smell commitment issues.

Our guest today, Thor Conklin, is going to share with us powerful insights into how you can concretely start accomplishing your goals… for real.

Thor has been an entrepreneur for the last 18 years and he also has a successful podcast called the Peak Performers. His latest venture is the Peak Performance Group, a profitability consulting firm where they help take individual C-level executives and entrepreneurs from where they are to where they want to go.

Here are the highlights of my conversation with Thor:

Strategies for successfully hitting your goals:

  1. Figure out the vision you want for business.
  • Make sure all your goals are aligned with your overall vision.
  • Make a plan.
  • Make a decision to follow through with it.
  • Commit to that decision.
  1. The Belief System

These are the things get in the way that derails us. If you feel you’re sabotaging your results, that’s because of the belief systems you have set up.

Have someone around you that identifies some limiting beliefs you have that might be derailing you.

  1. Take action

Thor has identified 85 things that get in the way of execution. For example:

  • Not having a plan
  • Not using a calendar
  • Not taking care of your health
  • Not delegating properly
  1. Accountability

You have to find someone who’s going to hold you accountable.

  1. Time

Things take time. They don’t automatically happen. So don’t just give up.

  1. Track and measure results.

Get real with yourself and you have to tell the truth. If you’re not putting in those four hours of prospecting calls you said you’re going to do, don’t fool yourself. You may not be getting the results because you’re not putting in the effort in really tracking and measuring it.

The Power of Asking Follow Up Questions

Understand why buyers don’t want to buy. Communication is key.

Learn something from buyers who don’t want to buy. Take a moment and communicate. Spend time to ask questions.

Ask the prospect what they want or need. If you’re not asking the buyer what’s really important, you’re walking away from a potential sale. The answer lies many more questions in.

If you have a client that has an issue, let them know what it is. If it’s not a fit, tell the truth. Tell the truth of where you are.

Thor’s Major Takeaway:

The whole reason we fail to do things is that we don’t keep our commitments. Every day when you wake up, set a set of commitments you’re going to do. Set out what you’re going to do. Decide every day. Don’t worry about yesterday or tomorrow. Wake up every day, in every area of your life, make a commitment to your business, to your sales, to your family, and say, “Just for today, I’m going to act, behave, and do the following…” Today, make a decision and commit to it. See it through and have someone hold you accountable.

Episode Resources:

Get in touch with Thor Conklin at www.ThorConklin.com or send him an email at thor@thorconklin.com.

Peak Performers podcast

Join the TSE Hustler’s League.

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

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Allen Brouwer, Donald Kelly, The Sales Evangelist Podcast

TSE 591: Getting Your Motivational Level Up

 Allen Brouwer, Donald Kelly, The Sales Evangelist PodcastWe’re basically in the middle of the year, how’re your sales going? Are you slowly finding yourself in a rut? Especially, if you’re not where you want to be at this point, this episode is going to help lift your spirit up. Allen Brouwer is going to talk to us about motivation and setting goals.

Allen is the co-founder of BestSelf Co., dedicated to helping people become the best version of themselves through productivity, performance, and positivity.

Here are the highlights of my conversation with Allen:

Don’t be inundated with the news.

  • Only consume a bite-size portion of the new. A lot of them are made-up propaganda to capture your attention.
  • Allen uses Amazon Echo that features flash news briefings without going down that rabbit hole of being inundated with all the propaganda and nonsense.

The Feast and Famine Cycle of an Entrepreneur

Allen walks us through that time when he had -$44 in his bank account and swore he will never be in that situation again. That was the turning point of his life.

Strategies to get out of your own rut and keep that positivity:

  1. Change your mindset.

Realize that the only person who can change this situation is yourself. Do everything in your power to get yourself out of the situation.You can’t rely on anybody else but you.

  1. Have a morning routine.

Start your day off on a positive flip to set yourself up for success. Through research, mentors, books, and seminars, Allen found that a lot of successful people have a morning routine. This is something you do each morning that you have on auto-pilot that covers your mental, physical, emotional, and spiritual well-being, all in the morning. That way, you’re not worried about it later on in the day and just focus on work and getting everything you need to get done throughout the rest of the day.

  1. Write down your goals each and every day.

When you do this, your subconscious can pick up ideas of how to get to that goal whether you know it or not. Plus, New York Resolutions don’t work. So how do you get out of that procrastination mindset?

Change how long the goal setting process is. Thirteen-week is ideal which is roughly 3 months and it’s one-quarter of the year. You can base your business based on quarterly results and outcome.

  1. Set a 13-week goal and work your way backward.

This way you’d know what you have to do each and every day to get there. The reason we do 13 weeks is that it’s far enough ahead where we can make progress on it and close enough where we can see the end in sight. So there is no time to procrastinate because it’s too close but it still gives us that runway to pick up some steam and some momentum.

  1. Establish your baseline and deconstruct it backward.

If you’re just starting out, take action and figure it out. But if you already have an established business and you know what your baseline line, that helps tremendously. Then set x number of clients by the end of thirteen weeks. How many consultations does it take you to close a client? Then how many phone calls do you need to have in order to book those consultation meetings. Now you know how many phone calls are needed to get those number of consultations in order to get the x number of clients you need.

Reverse engineer that back even further to how many phone calls you need a minimum to make each day to make that number of clients.

Allen’s Major Takeaway:

Believe in yourself. Take 100% control of your life because you’re the only person who can do it. Be positive. Put together a plan for what you want your life to be and then surround yourself with the people that will help you get there. Have all these and you can do whatever you want, whenever you want, how often and however much as you want. That’s a life of abundance.

Episode Resources:

Find out more about Allen on www.turnonthehustle.com and this will lead you to his free private group and visit www.BestSelf.co or connect with him on Facebook.

Join the TSE Hustler’s League. Register today and be a part of our upcoming semester focused on closing and being buyer-centric.

Amazon Echo

The Miracle Morning by Hal Elrod

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

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TSE 483: The Self-Motivation Handbook-“Do What Needs To Be Done, Even When You Don’t Feel Like Doing It”

Jim Cathcart, Donald Kelly, The Sales Evangelist Podcast, Motivation Lacking some self-motivation? Well, my guest today is just the man that you need. Jim Cathcart is a sales expert, a professional motivational speaker, and a musician. He’s going to share with us some strategies and principles from his recently released book, The Self-Motivation Handbook which he has developed and used over the years as evidenced by the success that he has made not just in his career but also in his personal life. (Talk about a 70-year old man with a 30-inch waist who continues to hustle.)

Jim is a prolific author having written 18 books where 3 of them have become international bestsellers. He has is a professional speaker and has delivered over 3,000 speeches around the world. Jim first came on the show to talk about Relationship Selling for which he wrote a book on. And just recently, he released another awesome book,.

Jim designed co-designed the Sales IQ Plus, an online assessment that leads you through the 8 divisions of a sales cycle.

Here are the highlights of my conversation with Jim:

Jim’s coolest sales experience when he was the customer: Understand customer needs

Two parts of selling:

  1. Product/service
  2. Sales itself

The 8 Divisions of  Sales Cycle:

  1. Preparation
  2. Targeting the right people
  3. Connecting with the people
  4. Getting trust
  5. Assessing needs and wants
  6. Soften their problem
  7. Getting their commitment to buy
  8. Managing yourself in managing sales

These are the core elements of relationship selling and when you get better with it, you become better at ANYTHING you sell.

Jim’s motivation behind The Self-Motivation Handbook:

Motivation comes from the words, motive and action

  • A motive without action is just a dreamer of fantasy.
  • Action without a motive is just a random behavior.
  • Motive + Action = Achievement

Motivation is getting yourself to do what needs to be done or what you want to do whether you feel like it or not.

Get yourself to agree to the first action.

Make that commitment. Get yourself to show up.

A few key points taken from the book:

Vital Traits of Self-Made Millionaires:

  1. None of them succeeded by accident.
  2. All of them were eager to change themselves necessary to be more successful – habits, people they hang out with, thought patterns, etc.
  3. None of them did it alone.
  4. All of them were eager to share what they learned.

Wealth versus Value

The amount of stuff accumulated often reflects the value you place on ownership of things.

Jim’s Major Takeaway:

Go to the homepage of www.cathcart.com. Scroll down to the bottom of the page and check out this sketch video that executes the concept of motivation.

Episode Resources:

Check out my previous interview with Jim on TSE 003: Relationship Selling with Jim Cathcart


Sign up for Jim’s 6-week online health challenge.

Catch Jim’s daily radio show along with Coach Ron Tunick called The Land of Opportunity!

Jim’s music website: www.guitarmusiclive.com

Sales IQ Plus

Jim Cathcart books:

Check out this featured article about TSE on KiteDesk.com

David and Goliath by Malcolm Gladwell

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Sales Manager, Sales Coaching, Sales Leaders, The Sales Evangelist

TSE 477: Managers Need to Authorize Messing Up

Sales Manager, Sales Coaching, Sales Leaders, The Sales Evangelist As salespeople, one of our biggest challenges is a mindset that holds us back because of fear. Today, I’m sharing something to help sales managers take the fear away from their sales team so they keep on hustling. It’s all about taking on that mindset that you’re going to do whatever what it takes no matter what.

Know your why.

What motivates you? What is something that pushes you? Whether it’s to buy a home for you and your family or start a family or be a top performer in your industry, this is your year to start it right.

Be consistent and persistent.

Don’t just start like everyone else and then just quit after the first couple of weeks. Consistency and persistence are key factors in accomplishing goals. Do the hustle and do those big things.

Fear is NOT Real.

Fear is something so limiting and the truth is that it’s not even real. It’s not a physical thing. It hasn’t happened yet but because of our limiting belief, it pulls us back from taking action.

Ways to Overcome Fear:

  • Stop putting pressure upon sales reps to do what is right, do their best to perform, and bring in revenue; otherwise, they would be afraid of doing what is wrong.
  • Take fear away from them. We learn the most when we make mistakes and mess up. Without giving them the opportunity to make mistakes, they’re going to be always afraid.
  • Through failures, we’re able to fix those things and find solutions for them. Scientists even recognize that they’re still going to mess up because it allows them to go forward.

Your call-to-action:

Give them an incubator, which is a place where they can mess up and grow and learn from them.

Tell your new reps that you don’t expect them to get everything right, that it’s okay to mess up but you don’t want them to make the same mistake twice.

Episode Resources:

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

Help us spread the word out by leaving us a rating or review on iTunes, Stitcher, or Google Play or whatever platform you’re using.


Donald Kelly, The Sales Evangelist, New Year Sales Goals

TSE 472: How to Prepare for 2017

Donald Kelly, The Sales Evangelist, New Year Sales GoalsNow we’re prepping for 2017 and doing our final touches to bring out the new year, bring in the hustle, and start implementing the things we need to do to bring the whole sales team to a whole another level.

Today, I’m going to share with you some thoughts and insights into how you can implement some of the great principles you’ve learned from 2016.

  1. Learn from the successes and challenges you encountered.

What are the challenges that you’ve encountered in 2016? Or what are some things you will do in 2017 to continue to implement the successes you attained in 2016?

  1. Focus on your ideal customers.

Look at your ideal 100 customers. Hone down on certain industries that you can become master at and not just be a jack of all trades. Name the top 5 industries that buy your product. Go to those industries that make up 30% – 50% of your clients.

Look back and think about what can you tweak from those ideal customers. Which industries did you sell to the most and what did you learn about them? Their likes, their dislikes, the content they consume from you, etc. Identify the roadblocks which you can eliminate in 2017.

“Take some time to reflect and prep.” Reflect on 2016 and prep for 2017!

  1. Start with the end in mind.

Start with the end in mind and work backwards from that. What do you need to do to hit quota? Identify your first step and then work backwards and keep working backwards until you get to the starting point.

Episode Resources:

15 Secrets Successful People Know About Time Management by Kevin Kruse

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

Do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Donald Kelly, Travis Thomas, Do BIG THINGS, The Sales Evangelist

TSE 437: Start Small & Focus If You Want To DO BIG THINGS!

Donald Kelly, Travis Thomas, Do BIG THINGS, The Sales Evangelist This past weekend, we did the Do Big Things Conference which was a tremendous success. And I know we all want to do big things in life, be it in your personal life, career, or in terms of creating a massive in impact on the world. Now, I’m going to tell how all this came about and how this ties back to sales… how you need to FOCUS and how being relentless towards your goals can yield amazing results!

April 2016

Travis Thomas and I got introduced to each other and connected from there. While I had the goal to put on an event, he had the same desire. So went out in search of the  perfect venue. We found this place, Emko, a unique, creatively designed resto which was not your typical conference venue. It was more expensive, sure. But we wanted to create an ambiance that gave more excitement and oomph!

The Challenge of Raising the Funds

Raising money for the conference was pretty challenging. We wanted the community to get involved and a lot of people have donated (shout out to all you guys who have made this rockstar event, not just possible but a sweet success!)

Event Structure

We didn’t just want it to be full of lectures so we had breakout sessions and masterminds so members can gather in small groups and discuss things they’ve learned and how they’re going to apply it into their business.

The Benefits of Joining a Conference

  1. Gain great information
  2. Connect with the right people and build relationships

More challenges we met along the way:

  1. Time constraint

Again, we had this whole thing conceived back in April so we basically only had 6 months to put this together. Not a lot of ramp up time. The sponsors we had expected to help but for some reason weren’t able to and lost them.

  1. Not enough sign-ups

We weren’t getting the sign ups we wanted at the right time. That was absolutely scary!

So Travis and I just thought about backing out and canceling the event. But I thought of putting down this event on November 4 and make it happen. We’re just going to hustle and do everything we can to make sure we get people to attend the event and take part in it.

Strategies (we’ve done for this event) which you can apply to sales:

  1. Write down the date of the event.

Write down a particular date and what is your pipeline going to look like at that point? How much income are you going to have? How much revenue are you going to generate. From here, work backwards.

  1. Personal invitation is a huge part.

Write down names of individuals, people in your community, and folks you can get connected with and personally reach out to them. That was a huge factor because people started coming in and signing up.

  1. Get with like-minded people or communities.

There might be people in your industry with complementary businesses that you haven’t cross-pollinated with who could help. So we found local meetup groups that had people who were interested in joining the event and they started inviting their people to our event. Now we started more traction.

  1. Let thee be known.

We printed out flyers and distributed them out to people around the area. We did Facebook marketing and a little bit of everything. At the very end, we didn’t hit the 100 people which we had targeted but 70 people registered. All of them did not make it to the event but the key was to scale back the event from a 2-day event, we came back down to a 1-day event but we made sure it was jampacked with helpful content.

Was it a success?

We didn’t necessarily hit our 100% goal but instead of giving up and canceling the event mid-way, we didn’t let that happen. We decided to stick it out and WE MADE IT HAPPEN!

These are the things that we succeeded on:

  • Creating an avenue people loved…
  • Generating an ecosystem of doers…
  • Creating local meetups…

Today’s Major Takeaway:

When you plan and take action on a specific outlined desire, you will see significant results. Consistency is key. Most importantly, make sure you have the guts, you’re determined, and push through. Make sure you follow through and be consistent. Put the right habits in place.

Episode Resources:


The Power of Habit by Charles Duhigg

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

Complacency, Donald Kelly, The Sales Evangelist Podcast

TSE 342: Complacency In Sales Performance

Complacency, Donald Kelly, The Sales Evangelist PodcastComplacency is a bad thing when it comes to selling. Unfortunately, a lot of salespeople can fall into a trap that can prevent them from performing better.

Even if you’re doing well with your sales, the last thing you want to do is be complacent. You need to continually grow. You need to do better. You need to push yourself.

Once you become complacent, the momentum is gone. When that happens, you start to digress and start making less money than you typically would.

What is complacency?

  • Feeling of uncritical satisfaction with one’s self or one’s achievement
  • Where you are comfortable with where you are

Here are 5 reasons why many salespeople become complacent:

  1. Your manager is not paying attention to them.

Sometimes our focus can be geared more towards the under performing salesperson that we lose sight of the top performers and this could cause them to be complacent. Find one who’s in a complementary industry where you can push each other or find mentors to help you with.

  1. They’re doing too good.

Stick to a checklist. This is what successful people, athletes, and entrepreneurs do. They follow the fundamentals and they master them.

  1. They don’t have goals.

When you don’t have any goals or you don’t have a why and just come to work and doing it without any goals or desires, you’re not going to increase. You have to have a purpose to be effective in sales.

  1. They have no challenge.

Gamification is important to continually challenge the team. Put up a contest of challenge within the organization. Find someone else or other top performing individuals that can challenge you. Join a mastermind group like TSE Hustlers League and have the opportunity to be challenged by others and get that push you need.

  1. People have the mentality of “I know what I’m doing.”

If you start doing so well and you think you no longer have any room for improvement, you could eventually run in circles and run out of steam.

Today’s Major Takeaway:

If you’re a leader in the organization, make sure you have coaching with the people on your team. Sit down and talk to them and see what drives and pushes them.

Episode Resources:


Kevin Kruse’s book 15 Secrets Successful People Know About Time Management

Keith Rosen’s book Coaching Salespeople into Sales Champions

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

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Sales Goals, Donald Kelly, The Sales Evangelist, Sales Podcast

TSE 241: Setting Goals And Making Plans For 2016

Sales Goals, Donald Kelly, The Sales Evangelist, Sales Podcast “Setting goals is the first step in turning the invisible into the visible.” – Tony Robbins

Too many people set great goals, but then nothing happens in the end. So as you’re preparing your new year’s resolutions, I want to share with you some things that you can implement to help you in making sure you accomplish your goals.

  1. Track what you do for a week.

On a piece of paper, write down all the activities that you do for a week. Then you’ll discover the things you’re doing and have an inventory of your activities.

  1. Write down your goals.

Look at what you want to accomplish. What are your goals? Whatever your goals are, compare and contrast them to what you’re doing now. You might see you’re forming bad habits in the activities that you’re doing therefore wasting your time on and which you need to eliminate or eradicate. The more you understand what you’re doing, you get to identify what you need to stop doing or start doing.

  1. Identify what you need to do to accomplish those goals.

What are the tasks, responsibilities, or key indicators that you need to do in your day to accomplish your goal? What are you doing now to accomplish your goals? Write these down. Take these things now and implement them into your schedule.

  1. Focus on the most important things that you need to do.

Look at things you don’t need to do and give those to someone else who can do it for you. Focus on the things that you need to do and put them on your calendar.

  1. Be diligent on those things that you need to do.

Find your plan. Set your plan. Work your plan. Do those things that are most effective to accomplish those goals. You may not accomplish them right away so be consistent in working your plan and be diligent at it.

Episode Resources:

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Androidn, Kindle, or mp3 player.
Peter Voogd’s book, 6 Months to 6 Figures

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The Sales Evangelist, Donald Kelly, Donald C. Kelly


Vision, Sales Training, Donald Kelly, The Sales Evangelist

TSE 137: Without Vision, Your Sales Team Will Fail

Vision, Sales Training, Donald Kelly, The Sales Evangelist Having a Vision

Are you like Alice in Wonderland who really didn’t know where to go? Well, that doesn’t really work in sales. It’s important to be able to have a vision of where you want to go.


If a company doesn’t have a vision, the sales people will be moving towards different directions and nothing is going to get accomplished properly.

Here’s a personal experience of mine during my early years in sales: I worked for a smaller company where executives didn’t have a clue of where they wanted to go and they didn’t know who their ideal customers were.

The result? The company got dissolved.

Unfortunately, a vision of wanting to make money doesn’t really pan out in the long run. A great strategy should be in place. The right people should be in place.

In contrast, I also got the chance to work in an organization with leadership from the top. The executive level had a clear-cut understanding; down to the managers and the team. There was a lot of room for creativity in line with the company’s vision.

The result? The company soared.

Here are 3-Key Steps to Help You Create Your Vision:

  1. Sit down to find out your ideal customer.
  2. Figure out where the company wants to go.

What does your company desire? Where do you want to go? How do you want to do it?

  1. Figure out your personal goal.

What’s your “why?” Why are you doing what you’re doing?

Clear your mind of doubt and keep that big VISION!

Sales Training; Donald Kelly; New Years Resolution

TSE 099: Getting Sales Healthy Part 2: “Focus & Set Incremental Goals!”

Sales Training; Donald Kelly; New Years ResolutionThis is part two of what I have learned from my crazy running experience, which actually ties into the concept of sales. And I think this would be an opportune time to discuss this matter considering how we all love to make New Year’s resolutions and goals for the coming year. And so you set some resolutions and goals year after year, but the real question is – are you making them happen? Are you accomplishing your goals? Or do you end up pushing yourself too much?

So the second principle that I’ve learned from my little run last week is this:

Focus and setting incremental goals.

When you haven’t run for some time and then you pick up running again, you have to work your way into it. My house is about 2.5 miles away from the ocean. After some time that I’ve put off my running shoes, I decided to get back into running and so I ran.  I hit a mile or so just to get started and then pushed myself to go a mile and a half. Then pushed myself further to go all the way to the ocean. And so I did! I did end up at the ocean. But I didn’t see the exhaustion coming. I was too tired to run back home so I ended up walking.

And so looking back from that experience, here are some things I’ve learned that also ties into setting sales goals.

1. Do small amounts.

Sometimes we bite off much more than we can chew. You’ve got all these goals, but sometimes that’s not the best thing to do. You need to push yourself of course, but don’t go out and try to do more than you can handle. Do it in incremental amounts.

In my running experience, when I “failed”, where I got to the beach and I couldn’t make my way back, I learned I needed to pace myself and set those incremental goals.

If you want to have 5 opportunities that week, what are you going to do to get those? Set those goals and once you can accomplish them, then you can increase in small increments and aim for getting 2 opportunities a day.

2. Set realistic goals.

Set goals that you can accomplish. Push yourself but don’t make them unrealistic.

Don’t put yourself up for a failure with unrealistic goals. Set goals that are going to make sense, meaningful, can be measured, and that can drive results to you and your organization.

3.Make a clear path for your goals.

What are you going to do to accomplish that goal?

  • Attending a networking event
  • Going to trade shows
  • Making calls

Whatever it is, set those incremental goals and work towards it.

The last thing you want to do is push yourself further than you can go, get burnt out and then you feel like you failed.

Put plans behind your goals, be it, numbers, names, etc. or whatever path you can draw behind all of that. With running, I know exactly what path I’m going to take and where I’m going to go, so I know I can have the best results.

Set up your path. Lay out your plan so you know where you’re going and how you can accomplish what you’re going after.

4. Focus and apply the 80/20 principle.

Don’t try to go after every industry. Focus on the industries that are best for your business, ones that will give you greater results. Focus on the things you can do 20% of the time to gain 80% of the return. Don’t do time consuming activities that don’t yield the results you are planning to accomplish. You want to gain greater results not greater failures.

Focus. Focus. FOCUS!

Well, tell me more about your goals. Do you have plans to accomplish BIG THINGS in 2015? Share with me you’re winning strategies. I am excited to hear about them! Remember as always, I want you to go out and DO BIG THINGS!



TSE 014: You Are Never Too “little” To Do BIG THINGS With WatermelonRind (WMR)

WatermelonRindWMRDuring this episode I interview two young men who, from a young age, started setting goals and has been doing BIG  THINGS. Jacob (age 16) and Jared (age 14) Hatch are brothers who started their band called WatermelonRindWMR. The power behind the message taught by these young men is the fact that anyone can set goals and accomplish BIG THINGS. Too many times  we make excuses, blame someone or something as to why we can’t or will  not do something special.

It is way too easy to never start, but far more rewarding when you put in the hard work and get great results. Jacob and Jared could have justified many reasons why they should not go for their dream of creating a band, but they did not. The result now is the fact that they have released one albums on iTunes, created several great singles and are earning great money with DJing opportunities on the weekends.

What are some dreams you can start accomplishing today?

Here are some take aways I learned from Jacob and Jared that you can apply as you start to do BIG THINGS:

  • Have a clear vision of what you want and set small incremental goals to accomplish it
  • Get help from the right people
  • Do something that you find fun and exciting
  • Make sure you have your perspective and priorities in place
  • Don’t compare yourself to anyone else, but compare yourself to who you were yesterday
  • Keep going at your goals even if they are tough, you will get doubts but keep hashing away

Check out Jacob and Jareds new single called “Where Nobody’s Been” on iTunes. You can also visit their website to listen to their other songs and videos.