Tag Archives for " Outreach "

Sales Tools, The Sales Evangelist Podcast

TSE 1127: Sales Tools Can’t Replace You!

Sales Tools, The Sales Evangelist PodcastSometimes sellers trust too much of our sales process to autopilot, and we lose sight of the fact that even the best sales tools can’t replace you

We get distracted from the things that matter most and we miss out on opportunities or ruin relationships because we forget the importance of the most important component of the sales process. 

Sales tools

Sales tools help us promote or sell a product. They could include CRM, which helps us sell by allowing us to track information. These tools may help us understand more about the prospects who are working in the organizations we’re pursuing. 

Tools might include your email account, your LinkedIn Sales Navigator account, your BombBomb account, your cell phone, or your Hubspot tools. There are countless tools you can take advantage of that will help you promote or sell your products more effectively. 

Sometimes I rely so heavily on those tools that I effectively take myself out of the cockpit. I’m unable to guide the sales process because I’ve trusted my tools to automate it. 

Where to automate 

Automation without oversight can leave room for errors.

While it’s good to use tools like prospect.io to automate your outreach, the problem emerges when we fail to personalize the process. If we set up generic emails and then blast them to hundreds of different people, you won’t get the results you’re seeking. People can immediately sniff out bulk outreach. 

If you rely entirely on automation, you’ll discover that very few people read your emails and even fewer respond. You may even discover that some unsubscribe from your communications. 

On the other hand, if you use merge tags to personalize your messages and you focus on a specific industry and you address a specific problem that this industry faces, you can create a message that speaks directly to that industry. 

Reaching out 

While I’m emailing these prospects, I’ll also reach out to them on LinkedIn via an invite, and I’ll comment on some of their relevant content. I’ll also use personal phone calls as well as text messages or possibly even Twitter. 

I interact in different locations. I’m present and I’m monitoring the interaction.

Unlike the generic situation which was devoid of my personal involvement, this option leaves room for my own personality. The prospects have a chance to interact with me in different settings because I’m actively involved. I’m present, and I’m overseeing the process.

People want to be treated personally. 

Don’t lose focus on the human side of your connections. Make sure to differentiate yourself from the competition. 

“Sales Tools Can’t Replace You” episode resources

You’re a savvy salesperson who wants to learn and grow. Check out Audible for thousands of titles, plus a free 30-day trial and a free book. 

If you haven’t connected with me on LinkedIn already, do that at Donald C. Kelly and watch the things I’m sharing there. I’m fairly easy to connect with. Just comment on something about my podcast. Send me an email.

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.

I truly appreciate you and appreciate your reviews and your subscription, and your willingness to tell your friends and anyone you know that’s in sales about the podcast.

Audio provided by Free SFX and Bensound.

 

Outreach.io, Mark Kosoglow, Donald Kelly, OniChannel

TSE 1119: Sales From The Street: “Omnichannel Outreach”

Outreach.io, Mark Kosoglow, Donald Kelly, OniChannel

We consume information from a variety of platforms, so we have to connect with prospects from different angles using omnichannel outreach. We have to find our audience where they happen to be listening.

Mark Kosoglow is the VP of Sales at Outreach, a sales engagement channel, and he’s explaining today how sales reps can include omnichannel outreach in their efforts. His passion is developing people and creating a winning, fun, positive atmosphere where people are inspired to do their best.

He said if you are going to have a hard worker, they have to enjoy work. That doesn’t mean you have to enjoy what you do. It means you enjoy working and you’re likely always tinkering around the house. His dad taught him that if you make people’s work easy, they’ll work hard for you. To that end, he tries to make people’s work easier so they’ll work harder.

What is omnichannel?

Consider the following questions as you’re considering what omnichannel is.

  • Do you answer the phone when someone calls?
  • Do you reply to every email you receive?
  • Will you sometimes engage with people who contact you on social media?
  • Will you sometimes talk with people who stop by your home or office to sell something?

That’s omnichannel. As humans, we engage with people in many different ways depending on our mood or their approach or the channel.

The point of omnichannel outreach is to meet people where they are. People have preferred methods of communication, and by limiting yourself to a single channel you’re excluding a large number of people. You’re missing out on a growing audience.

Overthinking omnichannel

Many people don’t understand how to use omnichannel. With social, for example, if I’m targeting you on social media, I’d begin by following you. Then I’d read your posts and engage in activity to let you know that I’m interested in you as a human and in the things you’re doing. After I’ve built an online social relationship, the person I’m targeting should understand a little bit of why I’m interacting with them.

At that point, you can reach out with a value pitch or something that helps people understand what you’re offering.

As humans and nonsellers, we do this kind of stuff all the time very naturally, but then when we bring it to our careers and the way we make money, we get weird about it. We do stupid stuff that we would never do as a normal human. But the truth is that if you engage professionally on social media the same way you engage on your personal pages, you’ll be a great social seller.

Beginning with omnichannel

Sales managers who hear this may wonder how to introduce these concepts without disrupting the success their team members are already having. Admittedly it’s difficult to introduce change while trying to avoid disrupting the status quo.

At Outreach, the teams begin with a hypothesis like, “I believe that by engaging with our top 10 accounts that we can create more meetings.” It’s specific and measurable. Then they create a plan to go do that.

Maybe set up a strike team of your best reps or a cross-section of different kinds of reps and have them run the same process. Then, using KPIs, measure their results against the control results. If there’s a lift, then people will be happy to move to the new techniques.

Realize that you cannot have people who conduct activities in different ways. There must be a workflow and process in place to ensure that you’re measuring the process rather than the ability of the individual. In the end, you must have the guts to make a decision.

The only sellers who should balk at this kind of change are those that live in the exact house that they want, who are driving the exact car that they want, and they are happy coming into work. If a seller fits that description, he’s likely already making $10 million a year or he is lying to himself.

Tracking results

Sometimes our tracking processes do a fantastic job of motivating our activities, but they produce such a heavy cognitive load that teams spend more time managing them than they do in their sales activities.

Mark equates sales to plate spinning, where you spin up a couple of people on Monday, and then spin a couple more on Tuesday and then again on Wednesday, but you have to return to the Monday people to keep them spinning. The problem is that you can only spin so many plates at a time.

Technology allows you to add a motor to the stick that will keep the plate spinning until the motor runs out of gas. Technology helps you administer and run the system, and Outreach does exactly the same thing.

Personalize

Even if you’re automating a system, you can build out processes that allow you to be personable. Include a first step that involves research to discover two or three specific things about your prospect. Then include those in your CRM and write an email based on those things you found. The first step should not be an automated email.

Even if you send an automated email to 10,000 people and get 100responses back, you will have burned out 9,900 people by sending a generic email. Take your time and send personalized messages to a select group of people.

Organization size

Outreach works with single seller startups and huge companies like Adobe, Microsoft, and Amazon. The tool is meant to be flexible. The sweet spot is probably from 100-500 users; a company that is seeking to really nail down their scaling strategy. It’s for those companies who can’t afford to rely on the top 20 percent to carry the load for the other 80 percent.

Your company must have a much more operational system driven way of selling.

One of its secret sauces is its integration with SalesForce and Dynamics so that every action is logged into the CRM automatically. The tool uses a feature called Amplify that involves complex, futuristic machine learning.

Machine learning

As an example, the average percentage for out-of-office replies is 17 percent. So 1 in 5 of those responses will likely include the date the person will return, and the name and phone number of someone else in the organization who may even be higher in the organization. And most reps probably delete those emails despite all the good information that’s in them.

You’re 46 percent less likely to book a meeting with someone if you contact them a second time when they’re out of the office. Pair that information with the fact that the majority of those emails will include the contact information for another person on the team. Outreach has created machine learning that can read out-of-office replies.

It reads the date of return in the email and offers an option to pause all communication until the recipient returns. It also notifies you of the other team member’s contact information. With one click, you can address these issues.

From the company’s origins, they scanned emails and discovered 73,000 phone numbers in the email signature blocks. Of those contacts, only 23 percent of those were added to CRM by the reps. Seventy-seven percent of those were never captured.

In 9 out of 10 deals, you end up talking with the person who was originally listed on that out-of-office email. And considering how much less likely you are to book a deal if you contact the person again while they are out of office, it’s damaging your efforts if you don’t read the out-of-office email.

This helps you be more personable because you’re not contacting the person continually while he’s on vacation.

Multiple channels

If you aren’t contacting people on multiple channels, you’re limiting your ability to succeed. But don’t go willy-nilly spending half your day on LinkedIn. It’s a waste of time. Create a defined experiment with a hypothesis to test against, measure it, and see if you can get better at what matters by doing something different.

If you can combine those two things, you can potentially improve your performance in two weeks.

“Omnichannel Outreach” episode resources

You can connect with Mark on LinkedIn, where he’s fairly active. He doesn’t do Twitter, Facebook, or other social media. You can also connect with him at outreach.io to book a demo and experience world-class inbound lead handling. Within two minutes you get a personalized email from a rep, and within 15 minutes, large companies get a phone call from a rep.

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.

Take advantage of a 30-day free trial, including a free book of your choice, at audible.com/tse.

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.

I truly appreciate you and appreciate your reviews and your subscription, and your willingness to tell your friends and anyone you know that’s in sales about the podcast.

Audio provided by Free SFX and Bensound.

 

The Sales Evangelist, How To Sell, Donald New Seller

TSE 872: 5 Sales Myths Crippling New Sellers

The Sales Evangelist, How To Sell, Donald New SellerMany of the practices that new sellers use are ineffective. They don’t help your efforts, but you use them because other people said you should. Today on The Sales Evangelist, we’re tackling the sales myths crippling new sellers.

Though there are countless myths that we pass down and cling to, we’ll address the top five myths that new sellers tend to adopt.

1. You must have the gift of gab.

It absolutely isn’t true that sellers must be big talkers. It isn’t true that you have to be good at improvisation and talking to anyone.

Although none of those are bad things, they aren’t required to be successful in sales.

The truth is that the seller who listens well has the best odds of success. Rather than bulldozing your prospect by talking, give the prospect a chance to explain what he needs.

2. It’s OK to lie.

Many times we buy into the idea that the ends justify the means.

We believe that if a questionable decision leads to a good outcome, it wasn’t necessarily a bad choice. Imagine stealing food to feed a hungry family.

When sales professionals lie or stretch the truth to convince prospects to engage with their service or product, the choice almost always backfires. When prospects realize you aren’t honest, your relationship will be short-lived.

We’re seeking to grow our business and build an empire.

When you’re honest, you’ll gain loyal customers who will refer you to other people.

3. You only have to make a few calls.

When you’re prospecting, you’re turning over stones. You’re searching for people who are interested in your product or service.

Ask any seller at a thriving organization and you’ll discover he is making many phone calls.

The first time you reach out to a prospect, she may not be ready for your product or service. You will reach voicemails and executive assistants who keep you from accessing the prospect.

Not every phone call will lead to a conversation, but you must be willing to make them.

Understand that the more people you reach out to, the more likely you are to find prospects who need what you’re offering. The more shots on goal you take, the more chances you have of scoring.

4. The phone is dead.

Selling over the phone may be more challenging than it once was, but that doesn’t mean the phone is dead.

You’re going to make tons of calls. Like any other form of outreach, it requires a great deal of effort. Whether you’re using email, LinkedIn, or regular mail, you have to invest effort in order to produce results.

I think of outreach as a campaign. If I use all of the methods together in a well-rounded outreach, I’m more likely to reach people who are interested in my product or service.

Your job is to figure out how to be effective over the phone. Perhaps it means calling at certain times, using a particular message in your voicemails, or using other means in addition to the phone.

Do the opposite of what everyone else is doing.

5. One sales process works better than the others.

Everyone has an opinion about which sales process is best.

Truthfully, developing a sales process is a little like baking an apple pie. Your process will likely include the same basic ingredients as everyone else’s. The method or process will be different, but the general rules will be the same.

You might use a different kind of apple or a little more cinnamon, but the results won’t be too far off.

Try a bunch of different pies. See which is the best. Put your full effort into the experiment to see which one is best.

If The Sales Evangelist method is the best for you, let us know; we’d be happy to work with you to continue growing in your business.

Whatever you do, grab your prospect’s attention, build value, and help him reach the decision that’s best for him. Overcome the sales myths crippling new sellers.

“5 Sales Myths” episode resources

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.

Grab your free excerpt of the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley. It’s a fantastic blueprint for all the things buyers say they expect from sellers and want from sellers.

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.

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Donald Kelly, Curiosity, Sales Podcast

599: Sales From The Street-“Cold Emails & Curiosity”

Donald Kelly, Curiosity, Sales PodcastNeed help with your cold emails? Today, I’m going to talk about some of the things I’ve seen that can help you to be effective with cold emails.

Less than 10% of targeted emails are opened so if you’re sending 100 emails, less than 10 of them are going to get open. Executives get many different emails from all different angles and your email is probably going to get buried so you need to stand out.

How to make emails that stand out:

  1. Subject line

The subject line has to catch your attention because this is the first thing they’re going to see. According to MailChimp, the subject line is not effective in telling the message of what’s actually in the email. So make sure your subject line ties to the actual message.

Don’t just jump out and start pitching either. Make them curious and provoke them enough to open the actual email. Find a way to make it personalized. It has to be something that resonates with them.

  1. Opening sentence

Your opening sentence has to tie into your email’s subject line. Don’t send a long email.

  1. The “F” Form

The key is to make an email that forms like the letter “F” where the first line is a little bit longer than the second line is a little shorter and then the third and fourth lines are shorter.

  1. Call-to-Action

The call-to-action must be something that’s going to provoke them to do something. You want them to hit reply.

  1. Keep it simple.

Keep your emails like a text message so it’s easier for the prospect to reply to you. Just give simple facts.

  1. Avoid sending “personalized” generic emails.

When sending those personalized generic emails, make sure it looks really personal. For instance, people use a tool to scrape their LinkedIn accounts and then send an email with your full name on it that says “Hi Donald C. Kelly,” Just take off the C and just put Donald.

  1. Figure out a way to tie what you do to how your prospects make money.

Show how you can add value to your prospect.

Today’s Major Takeaway:

The simpler it is the better. The easier it is for them to hit reply, the better. Grab them at the beginning. The subject line must be catchy. Make your email look like an F and have a simple yet powerful call-to-action.

Episode Resources:

The Sales Development Playbook by Trish Bertuzzi

Join the TSE Hustler’s League. This is a 12-week program where we focus on a specific theme. This semester’s theme is increasing your win rate by becoming more buyer-centric.

Sales Hacker

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 Podcast

TSE 537: Email Outreach Won’t Work If You Don’t

Donald Kelly, The Sales Evangelist PodcastA quick question, how have your prospecting been lately? You’re probably sending a ton of emails to your prospects already, but I sure do hope you’ve been more intentional about it than you used to.

I want to say that although email outreach is the most common form of prospecting that salespeople do, many still tend to overlook them. You can’t just wing it, right? It’s a matter of doing things right – what to send, when to send, and who to send it to. Then the results may just blow you away!

So I’ve outlined some key basic things for you to munch on before you even click on that ‘Send’ button:

  1. Make it more concise.

If you hate receiving long emails (like I do) then don’t expect your clients to read a very long winding email from you as well. Keep it simple. Be as straight to the point as possible.

  1. Send emails to your targeted market.

Target the people you’re sending it to. Don’t do your email approach like you’re throwing spaghetti at a wall hoping it sticks. Make sure you have a targeted list. Make sure it’s simple yet provoking.

  1. Make dedicated time to prospect.

Focus on the one thing that’s going to drive your business to the next level. What is that one thing that’s going to drive your business to the next level? Make sure you’re utilizing your time during the day to focus on your prospects. Put on your calendar when you’re going to do it. Set apart a certain day to do prospecting.

  1. Set the time that your emails are going to be sent.

Utilize tools like Boomerang or Hubspot that allow you to delay the sending of your email. The best times would be early morning or late evening when they’re less distracted. There are also specific days that have been found to be the greatest days to send emails like Tuesdays through Thursdays.

  1. Make your email personalized.

Granted that the content of your email contains the same information because you’re reaching to the same types of people, find a way to personalize the email. Make sure you’re truthful. Focus on the main things that would jump out to your prospect. One strategy is to utilize the stuff they have. Take whatever content they have, apply them, and as you see some result, send them a quick message about it.

  1. Reach out through social media.

Reach out to your prospects via social media so when you send that first email, you’ve already sort of warned them up.

  1. Make sure you have a Call-to-Action.

Have a clear next step that you want them to do like check out a link or listen to a particular episode, anything that is focused on them.

  1. Rinse and repeat.

Again, you can take that same email to be sent to another prospect but make sure you customize it. The body of the content may be the same, but the way you address them or speak to them is different.

Episode Resources:

The ONE Thing by Jay Papasan and Gary Keller

Boomerang

Hubspot

Check out Adam Conner’s To Dare is Human Podcast

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.

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

Speaking, Free Speaking, Outreach, The Sales Evangelist, Donald Kelly

TSE 353: How To Sell Yourself!

Donald Kelly, The Sales Evangelist, Tony Wilkins

GEDSC DIGITAL CAMERA

Today, we talk about how you can sell yourself! And by that, I mean learn how you can avoid the common pitfalls of sellers who are trying to sell themselves and strategies you can implement to sell yourself or your message the right way. At the end of the day, it’s all about bringing value to your customer’s table.

So, I’m bringing in Tony Wilkins this episode who has a solid experience working with speakers and small businesses. Tony is a speaker and author of several books on small business or speaking. He is also the host of Small Business Forum Radio. Let’s jump right in.

Here are the highlights of my conversation with Tony:

Common Mistakes People Make in Selling Themselves:

  • Trying to sell something they’re interested in but no one else is.
  • Throwing topics against the wall to see what sticks
  • Not getting in front of the people who are going to pay them for their expertise.
  • Not knowing how to do the sales conversion

Top Strategies in Selling Yourself:

  1. Know who your audience is.

Just because you’re a great talker doesn’t mean everyone’s going to be interested in it. You have to know who your audience is and tailor your message to your audience.

  1. Know what your topic is.

Make sure it’s applicable to who you are and what you do as well as to your audience.

  1. Get in front of people who are going to pay you for your expertise.

Determine who you want to get in front of and who’s willing to pay you. Once you know your audience, you have to get in front of people who are willing to pay you to speak or pay you for your expertise. Have a topic that’s applicable to them so after your talk, they’re going to come to you and eventually hire you as a coach.

  1. Have more than one topic if you’re still building your name.

Speak on topics applicable to your audience. You don’t have to be an expert at it but you should still be able to talk about it.

  1. Have several products and services that attendees can say yes to.

Some people can give a 20-min. talk and make an offer but then they don’t know how to close the deal. Ask them what they need and then sell from the need. You have to have an offer that people can say yes to.

  1. Think of this as a community and that everybody has something to bring to the table.

This makes you powerful in going after prospects that you want. Until they tell you what they need, you can’t help them and until you tell them what you need, they can’t help you. Put your heads together and work together.

  1. Follow through!

Make introductions to people that can help them to where they’re trying to get to.

Tony’s Major Takeaway:

Money is out there but you’ve got to figure out a way to get people to pay you to speak. There are several ways to do that (underwriters, webinars, workshops, etc.). Just figure out the best way to get your message out and how you can get people to pay you or your message.

Episode Resources:

Connect with Tony through email at awil267487@aol.com.

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.

Join Today For $1.00! 

The Sales Evangelist, Donald Kelly, Donald C. Kelly

 

Jim Palmer, The Sales Evangelist Podcast, Newsletter, Donald Kelly

TSE 222: Do Newsletters Still Work?

Jim Palmer, The Sales Evangelist Podcast, Newsletter, Donald Kelly

If you think physical newsletters are now obsolete, then perhaps you need to reconsider. Think about it. Not too many people are sending out physical mail nowadays. Everybody else is sending emails and other virtual stuff. And as what I’ve always mentioned again and again, going the opposite direction is key to generating more sales. Set yourself apart from what everybody else is doing.

That’s why I’m bringing in the amazing Jim Palmer on the show today. Jim Palmer is a sales connoisseur having extensive retail experience over the years. He started his business in October 2001, writing and designing newsletters for various companies. Five years later, he has created a multiple 6-figure businesses, realizing that he actually created a mammoth job without any lifestyle considering he was doing pretty much everything in that company.

Starting over again, Jim now runs several internet-based businesses including two yearly live events called Dream Business Academy and a coaching program for entrepreneurs called Dream Business Coaching and Mastermind Program.

Jim is sharing a big chunk of really good insights throughout the show so I figured inserting some of his quotes here in the show notes would be nice.

Here are the highlights of my conversation with Jim:

The importance of growing your business through current customers:

“The most expensive thing for any business, is the cost of acquiring a customer.” – Jim Palmer

  • Many salespeople think that increasing profits through higher sales is synonymous with more new customers.
  • Proactively engage your current customers
  • Build stronger relationships with them and they will refer more.
  • Create a visual way to illustrate how much money you’re leaving on the table.
  • Track your customers (like a CRM or Excel spreadsheet)

Strategies for customizing your newsletter:

  1. Send a printed newsletter.

Not everybody does this anymore. The mere fact you do that will reap gold for you. Why? You remain top-of-mind.

“It’s not your customer’s job to remember your name. It’s your job to remind them and the best way to do that is with a newsletter every month.” – Jim Palmer

  1. Do the 80/20 and offer something more special.

What 20% of your customers are producing 80% of the profits? Add inserts to your newsletter and offer something more special to your best customers. (Ex. coupon for 10% off next purchase)

“People appreciate loyalty and they appreciate being recognized as loyal.” – Jim Palmer

The “sales prevention” mentality

You gotta listen to Jim’s story of a Florida artist who has this “sales prevention mentality.”

“People who are in business are in the business of selling. I don’t care if you think you’re a salesman or not. You need to sell.” – Jim Palmer

Jim’s Major Takeaway:

“You will earn significantly more revenue and income for who you are than what you do.”

“Your job is to be seen as the go-to person that they want.”

“It’s all about who you are, how you brand yourself, and how you market yourself that’s going to help you be successful.”
Jim has a free gift to all ye TSE listeners (that’s what I’m talking about!) – get his report on 3 Little Known Secrets to Working Less, Selling Less, but Making More at www.getjimpalmer.com/donald

The Sales Evangelist, Donald Kelly, Donald C. Kelly