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Cold Calling, The Best Sales Podcast, The Sales Evangelist Podcast, Donald Kelly

TSE 450: TSE Hustler’s League-“Crafting a Great Message”

Donald Kelly, The Sales Evangelist Podcast, Messages, New ProspectsToday’s episode is another snippet pulled out from the TSE Hustler’s League where we talked about how you can craft a powerful message that’s going to impact your ideal clients, that they will enjoy and that they can resonate well with.

Ways to Craft a Great Message during the Prospecting Stage:

  1. Research.
  • Get something that you can reach out to and utilize resources such as the company website, LinkedIn, or their social media account.
  • Choose anything interesting that you can use to grab their attention.
  • What is that one thing that can grab their attention that tells them you took time to know about them?
  1. Identify the contacts you should reach out to.

Identify the people involved in the buying process. Those people call the shots, whether it be the VP of Sales, or the CEO, or the procurement department.

  1. Get three nuggets you can connect on.

Tie it back to something interesting about them. Is there any other nugget that you can use within the conversation?

  1. Speak to human emotions.
  • People can associate with their issues. How can you speak into their emotions in your conversation with your prospects?
  • Use words like frustrated, concerned, overwhelmed, tired, annoyed, angry, disgusted.
  • Think like a human being because people make decisions based on emotions.
  1. Be able to tell a story.

Find a way to share a problem, a solution, and statistics that you can incorporate to tell a story.

  1. Have an outcome for each call.

Your next step is not the sale. It’s just to get an appointment to the next step so you can dive in deeper.

Episode Resources:

As a thanksgiving gift from me to you, get access to all of the TSE Hustler’s League past recordings at a discounted price of $20.

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

Cross Selling, Clay Clark, Donald Kelly, The Sales Evangelist Podcast

TSE 316: Give Yourself A 20% Raise | The Art of the Cross Sell

Cross Selling, Clay Clark, Donald Kelly, The Sales Evangelist Podcast You may be doing well with your sales right now but you can’t just stay at one level of your career. You always want to push yourself forward. And at certain points, you would have to upsell or cross-sell. Today, I’m bringing in the amazing Clay Clark as we talk about giving yourself a 20% raise on the art of cross-selling. Clark is going to teach you some specific moves you can apply to dramatically transform your sales game or system.

Clay Clark owns 9 different companies. He is part owner of Elephant in the Room, a membership-based grooming lounge for men with thousands of members. He is also involved in businesses in various spaces including photography, PR, and fitness. What consumes most of his time though, being that which he’s most passionate about, is the Thrive 15, an online education school where they seek to create the world’s business school experience for less money than what people would normally spend.

Here are the highlights of my conversation with Clay:

Key things to remember when cross-selling or upselling their business:

  • Selling is a finding a problem that somebody has.
  • Show them the gain of using your product or service.
  • Show them the pain if they don’t use your product or service.
  • Support that with facts so you gain credibility.

Steps to transform your sales game:

  1. Create a needs assessment checklist.

Make sure you’re able to commit to doing it over every single customer.

  1. Ask.

No matter how noble or trivial your cause is, be sure to ask. Just ask. Remember that people will only buy when they can see a clear dissatisfaction with where they are currently and where they want to be.

  1. Observe the law of credibility and implement it.

Even if you’re so excited about your product, do not say anything that you can’t prove. When you don’t understand the law of credibility and don’t use it, you’re going to be beat up by it whether you accept it as a law or not.

Clay’s Major Takeaway:

Change your life. If you’re looking for a business school without the folly, go to Check out Thrive15 and take the 7-day challenge, the world’s best business training platform. They provide templates, tools, workshops, and the “ask a mentor” feature where they answer every question you have.

Episode Resources:


Email Clay at to get a free 5-point self assessment for sales and upselling and one of their coaches will call you.

Atul Gawunde’s The Checklist Manifesto

Jerry Vass’ Soft Selling in a Hard World

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

Join Today! 

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Jonathan Rivera, The Sales Evangelist, Donald Kelly, Best Sales Podcast

TSE 289: Sales From The Street: “Prospecting Systems”

Jonathan Rivera, The Sales Evangelist, Donald Kelly, Best Sales PodcastToday, we have Jonathan Rivera on the show as we drill into the power of having a lead generation system in place.

Jonathan left his 9-year career as an electrician realizing that it’s not what he wanted to do. So he jumped into the real estate world where he made some gains and losses but most importantly, gained valuable lessons that he hopes to share with us today where he is having a four-hour work week with his real estate business (actually even less) primarily because of having a system that works.

Additionally, Jonathan is the host of The Podcast Factory where he puts together valuable podcasting resources.

Here are the highlights of my conversation with Jonathan:

The importance of having a lead generation system:

  • The system is the lifeblood of your business.
  • Focus on the basics first before you move onto the next thing.

Strategies for a compelling lead generation:

  1. Know your market.

Know what they’re thinking, their fears, what they aspire to, and what makes them happy or angry. Dive deep into what your market is thinking. Get to know them better than they know themselves.

  1. Hang out with the water cooler.

Hear what they’re saying through places where they speak their mind unguarded. (Facebook groups, forums, book reviews, etc.) This is imperative to your business.

  1. Use the ALR Formula
    • Ask a question.
    • Listen.
    • Repeat. (Summarize their question and people will think you’re interesting because you’re talking about them)
  1. Focus on the output instead of the system.

Keep in mind that no system is ever perfect. Start with a desired output and build your system around it. Have a quick checklist of what it looks like. Put that down on paper and feel free to tweak and change it. Don’t get bogged down with details.

Jonathan’s major takeaway:

Focus on your end result. Be flexible how you get there. Apply this to your business and life in general.

Episode Resources:

Top 10 Podcast Factory Recipes

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

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Prospecting, Business Development, James Carbary, Donald Kelly, Huffington Post, Sweet Fish

TSE 288: How to Guarantee 52 New Relationships with Your Ideal B2B Prospects (Every Single Year)

Prospecting, Business Development, James Carbary, Donald Kelly, Huffington Post, Sweet Fish Don’t underestimate the power of podcast because it changes the game in the way we see sales traditionally. It’s a game changer because YOU become the authority.

Today, we have James Carbary on the show where he demonstrates 6 crucial elements that can help you create 52 new relationships with your ideal B2B clients in the next year and that can help you get connected with your prospects.

James is the founder of Sweet Fish Media where they produce niche B2B podcasts for their clients which they can use for business development. He also co-hosts the podcast B2B Growth and another recently launched podcast called Conference Notes. B2B Growth is for founders and sales executives where they talk with them about how to achieve explosive growth. Conference Notes features interviews with conference hosts about the key takeaways from some of the best business conferences in the world.

Learn how James dramatically increased his response rates from 12.5% to 80% by simply shifting from cold emails to bringing prospective clients as podcast guests.

Here are the highlights of my conversation with James:

6 Elements in Successfully Using a Podcast for Business Development

  1. Naming your show properly.

Name your show by industry or by role of the person you’re trying to serve. Think through who your ideal clients are. Try to go industry-wide. It has to be attractive enough to your clients for them to listen and to be able to position your ideal clients to be expert guests on your show.

  1. Finding and contacting potential guests for your show.

Be careful in sending cold emails. Keep it as short as possible. Include your link so they can easily go to your website. Have a killer email signature like your name,Twitter profile, LinkedIn profile, and your website. Be very intentional on the front end.

Follow up until you have an interview on the calendar. Follow up, follow up, follow up. Follow up until they are on the calendar even if you already got an initial yes.

Tools you can use for follow up:

  1. Choosing the topic.

60% of B2B marketers say that the engaging content their buyers want is really hard for them to come up with. Let your guests choose your topic based on their background and experience. Provide a breakdown of your type of audience. This will help you know what they care about so you have a better grasp of your ideal client.

  1. Basic podcasting equipment and podcast production
  1. Re-purposing and promoting your podcast

A lot of podcasts are not getting nearly the mileage out of their show because they fail to repurpose it into different forms like blog posts which you can share on different sites and social media platforms. You can also repurpose them through Anchor app – first real public radio where you can share 2-min audio clips or Periscope.

Tools you can use:

SocialOomph – promotional tool where you can queue your tweets

Edgar – social media management tool

  1. Nurturing the relationship with your guest

This is the most important since the point of doing your podcast for business development purposes is because you want to connect with your guests. Don’t end the conversation as soon as the interview ends. Make a follow up with each of your guests that come on your show and ask them if they want to work with you in a business context. Then send an email that initiates the sales conversation. No longer a cold email. 😉


James’ Major Takeaway:

You have to nurture the relationship that you form with your guests because that’s the biggest point of doing the podcast.

Connect with James on Twitter @jamescarbary twitter or send him an email at


Episode Resources:

Sweet Fish Media

B2B Growth

Conference Notes podcast




Anchor app




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

Cold Calling, Donald Kelly, Eksayn Anderson The Sales Evangelist Podcast,

TSE 254: The Key To The Gate!

Cold Calling, Donald Kelly, Eksayn Anderson The Sales Evangelist Podcast, A decision-maker is oftentimes protected by a gatekeeper or insulated. So how do you actually get to them?

Getting past the gatekeeper is a pretty common challenge among salespeople. It’s all too common. But it remains a challenge until now. So we’re bringing in the man who’s got the key to the gate as he shares with us today some strategies on how to get to your decision-makers.

EksAyn “Eks” Anderson has been in sales for years. Eks also does speaking, training, and coaching for different organizations. He is the author of the book, The Key to the Gate which is a great introduction for someone getting into sales or even someone in sales who finds it quite challenging to get to the decision-maker.

Here are the highlights of my conversation with Eks:

Why Eks decided to write this book:

  • A challenge to get in front of the right people
  • Only one or two or a handful of people that can actually write the check

Why people have a hard time getting to the decision-makers:

  • Decision-makers don’t have time to talk to every single salesperson who wants to talk to them.
  • They employ gatekeepers (secretary, receptionist, employee, etc.) to weed out people that shouldn’t have time with the decision-makers.

Strategies to get past the gatekeeper:

  1. Know that no organization is the same.

What might work in one organization might work completely differently in a different organization.

  1. Apply the principle of positive reinforcement.

Positive reinforcement means rewarding good behavior. So when somebody does something to help you out, you immediately reward them. Positive reinforcement works better than negative reinforcement or punishment, not only in sales, but in all areas.

  1. Start higher than you think you need.

Influence flows downhill. If you’re in doubt about where to start in the organization, call the higher person than you think you need. Oftentimes, they will tell you exactly who you need to speak to then politely ask them to forward your well-crafted email down to the other people within the organization.

Is cold calling dead?

It’s so easy to send mass emails. There are so many different ways to connect. From a decision-maker’s perspective, there may be some really valuable services that they would really like to look into but they have no time with so many emails and social media connections. So it’s important to differentiate yourself. And it’s as small as giving the secretary a compliment to his/her boss. It’s doing the little things. Get on the phone with people more than you do your research. Getting on the phone is one of the best ways to do research.

Using the familiar first name basis:

When the person you talk to rattles some names, take note of those names and if you can, take note of their positions in the organization. So the next time you call in, you can mention the first names. A lot of times when you mention first names, it almost sounds like you’re an insider.

On creating scripts:

  1. Call the person by their first name.

You have a right to talk to the person so ask confidently to speak to that person you want to talk with.

  1. Don’t sell your product right then and there.

Your aim is to initially get the appointment solidified. Leave the selling for the appointment. Don’t do it right there and then.

Connect with Eks through his website on or call him directly at 801-669-2425.

Eks’ Major Takeaway:

Find out the principles of human relations to sales and then base your techniques around real principles that work. If you truly understand a certain principle, you might come up with a thousand different techniques to use that principle. Techniques work because they’re backed by real principles.

Episode Resources:

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

Check out Eks Anderson’s’ book, The Key to the Gate

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Linda Yates, The Sales Evangelist Podcast, Prospecting, The Start

TSE 250: Sales From The Street- “The Start Is Hard”

SEE OUR FACEBOOK PAGE FOR MORE (1)Do you feel like you don’t have enough within you to be able to achieve your goals?  Are you losing confidence? In today’s Sales From the Street episode, we bring Linda Yates back on the show today as she shares with us her biggest challenge in her career and how she overcame it.

Linda is The Image Energizer where she helps individuals and organizations step up their image and their personal brand through some tweaks to be able to capitalize and grow revenue to achieve success by at least 10 times. She also hosts her own podcast The Executive Edge.

Here are the highlights of my conversation with Linda:

The biggest sales challenge Linda faced:

Dealing with limiting beliefs

What Linda learned from that experience:

Get out of your own way.

Strategies Linda applied to overcome the challenge that you can also apply:

  1. Understand your strengths. Utilize them and start communicating them.
  2. Reach out to people you know.

Get the word out to your network and let them know what you’re doing.

  1. Bring value.

More nuggets of wisdom from Linda:

  • When you step back and ask yourself if that’s really what you want or you’re going where you want to go, keep coming back to what your purpose is.
  • Work hard enough, long enough

Get in touch with Linda Yates through her website and download her eBook Uncover the Possible 12 Keys to Success.

Linda’s Major Takeaway:

“You can do it, whether or not you believe you can do it. I believe you can do it. Buy into that and know that nothing is impossible.”

Episode Resources:

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

Check out Linda’s previous interview on – TSE 009: DOES THE WAY YOU DRESS AFFECT THE WAY YOU SELL?

Malcolm Gladwell’s book Outliers

The Sales Evangelist, Donald Kelly, Donald C. Kelly

One-Click Lindsey, Donald Kelly, The Sales Evangelist Podcast

TSE 248: Get More Web Leads With “One-Click Lindsey”

One ClickIf generating warm leads has been an ongoing agony for you, then you better listen in to today’s episode since we’re bringing in Lindsey Anderson, also known as One-Click Lindsey, who will share powerful strategies when it comes to generating great leads and traffic. We’re not talking about leads from cold-calling, but those warm leads who have already searched you out on your website. Find out how to nurture them!

Lindsey transitioned from being a generic web designer to establishing which seeks to help people generate traffic on their website and turn that traffic into leads through strategies like SEO, social media, and one hundred other ways to increase conversion.

Here are the highlights of my conversation with Lindsey:

Lindsey’s coolest sales experience as a customer with Mr. Jim Palmer of the Dream Business Academy

What to consider when trying to gain more online leads:

  1. Put your best foot forward on your website.

Look at your main website. Your myriad of landing pages is not your website. Put your best foot forward on your website because you have to look good when people do their research on you.

  1. Place a call-to-action right on your homepage.

Find out the pain points of most people and let them know you can address them by letting them push that button. Come up with irresistible offers to be able to gather their email addresses such as:

  • 14-day bite-sized email drip where everyday you email a bite-sized tip to the recipient
  • Video series that would call for them to log in
  1. Test your opt-in.

Run some Facebook ads to find out what the interest is.

Ways to drive prospects to your site:

  1. Search Engine Optimization (SEO)

This could take around 3-6 months before you start showing up on the search engines for specific keywords. Long time to wait and can be expensive.

  1. Pay-Per-Click

Google shows ads and every time someone clicks on that ad, you’re charged an “x” amount.

  1. Social Media

This is the fastest way to drive traffic.

  • Facebook ads allow you to target your specific market but you also need to be consistent to really make it work effectively. Random posting doesn’t work. You have to be consistent. Hire a Facebook strategist to run the ads for you.
  • LinkedIn advertising is powerful for B2B although it can get really more expensive than Facebook.

Consistency is key. Do it genuinely and consistently.

Nurturing your leads:

Set up a 12-step email sequence.

This allows you to touch base with users 12 times and by the end, sign them up for your newsletter but also give them an option to opt out.

What’s so cool about Facebook Lead Ads?

Typically, when running a Facebook ad, you run an ad and direct people to a landing page where you give your offer. With lead ads, it keeps you within Facebook. They simply click to subscribe, stay within Facebook and they are led to a Facebook forum with all of their information already pre-populated. All that’s needed is to click submit. It’s that easy. They basically don’t have to enter anything.

Lindsey’s Major Takeaway:

  • Check out Lindsey’s 10-minute video on how to set up Facebook Lead Ads on your own.
  • Be consistent when it comes social media and SEO.

Episode Resources:

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

Check out Lindsey’s Traffic and Leads Podcast to know more about generating more leads and traffic for your website.

Connect with her on Facebook and Twitter @oneclicklindsey.

The Sales Evangelist, Donald Kelly, Donald C. Kelly