Passion - The Sales Evangelist

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Determination, Passion, Sales Success; Donald Kelly

TSE 532: What’s More Important To Succeed In Sales? Determination or Passion?

Determination, Passion, Sales Success; Donald KellyDetermination and passion are two different things in terms of your success in sales. Does success in sales come down to passion or determination? Do you possess both? Or do you only have one of them?

A healthy combination of both

Passion is defined as a strong emotion while determination is a process of establishing something by calculation or research. Personally, I believe a healthy combination of the two is required for you to succeed in sales.

Passion without Determination

Passion is your desire for something. And so let’s say you want to do something that you’re passionate about. But, if you don’t have the determination or a sense of work ethic behind it, nothing happens. While passion is your emotion, determination ties back to action. Determination is the work ethic side of things. Hence, there has to be a combination of both.

Determination without Passion

What happens when you have determination in something you don’t have a passion for? I had a personal experience of this where I wasn’t really passionate about the product but I was so determined to sell it. Since I didn’t have passion in the product, I didn’t last too long working with the company. Hence, without passion, you won’t have the drive for it.

Passion + Determination = SUCCESS

If you’re able to combine passion and determination in your work and you’re consistent in doing it, then you’re going to have a much better chance of being successful. Without one or the other, either one could die out so quickly.

Your Call-to-Action:

Examine yourself to see where you fall into place. Do you have passion? Do you have the determination?

Strategies for finding passion in your product:

  • What can you do to find passion in your product?
  • Try to see what impact it can bring to someone’s life. What impact does the product have in your life when you use that product?
  • Read client testimonials or chat with your clients about your product to help you gain that passion.

Strategies for getting that determination:

  • Get an accountability partner, join a mastermind group, or get a coach to help keep you accountable.
  • Set that goal then put a process or plan in place.

Episode Resources:

Coaching Salespeople into Sales Champions by Keith Rosen

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Donald Kelly, The Sales Evangelist, Sales Podcast, GRIT, Angela Duckworth

TSE 397: Hard Work & Passion Will BEAT Brains Any Day!

Donald Kelly, The Sales Evangelist, Sales Podcast, GRIT, Angela DuckworthBrains is not everything. Knowledge is not the be all and end all. You have got to have some grit. Today, I’m sharing with you how you can hustle out there.

Some people are just so successful in what they do and you see them just doing well at it. You’d probably think their smartness accounts for that. That’s what I’ve always thought though – that you need to be really smart to be successful. But that is totally not true!

Here are the highlights of today’s episode:

Here are some takeaways that I’ve learned from the book I’m reading right now called Grit: The Power of Passion and Perseverance by Angela Duckworth:

You don’t have to be the smartest person in the room to be the most successful one in the room.

You don’t have to have brains to be able to accomplish your goals.

Hard work beats brains any day when brains don’t work.

What is grit?

It’s your passion, hustle, your drive. It doesn’t matter how smart you are. It just matters if you had that passion and that drive.

Translating that into the sales world, I’ve seen people who are really smart and could have done phenomenal things if they only hustled but they were just plan lazy. Passion was lacking. There wasn’t any grit. So they did not succeed.

Studies show that people who may not be the smartest but they have the grit and hustle are more likely to outperform everyone else.

A personal experience:

I didn’t grow up from from a wealthy family and my mom has that grit as she was trying to take care of all of us. Seeing that pushed me to be successful. At one point in our life, we lost our home and had to live with family and friends. I realized I never want to be in a situation like that again and thrive in whatever I did and become the best I can be and be able to provide for my family. Not all of this came because I was smart but because I had that grit. I had that “why” to move me and be successful.

Today’s Major Takeaway:

Brains does not make a great seller. What makes one a great seller is someone who has strong desire, strong passion, strong reason, and strong motive. Just hustle. Hustle, hustle and you can outbeat brains every time. Don’t have a “why?” Get one. Have a reason to motivate you and push you.

Episode Resources:

Grit: The Power of Passion and Perseverance by Angela Duckworth


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Passion, Motivation, Sales, The Best Sales Podcast, Kati Whitledge, Donald Kelly,

TSE 275: People+Passion=Sales


Passion, Motivation, Sales, The Best Sales Podcast, Kati Whitledge, Donald Kelly, People + Passion = SALES. This is what you’re going to learn about today as we bring in Kati Whitledge. Kati is the owner of an upscale boutique salon in Madison, Wisconsin called Be Inspired Salon. They opened in 2010 with 2 employees which has now scaled up to 22 members.

She further created Meet Your Match with the purpose of increasing the retention rates of salons which is currently at 30%. Through this platform, they are able to help visitors find the stylists that would be the best fit for them based on profiling and lifestyle preferences. Kati’s endeavor has become so successful that she is turning this into a national platform which will go live in the next month.

Dig this: The relationship with your stylist can actually surpass that of your spouse.

But what does this have to do with you as a salesperson? Well, you’ve got to pay very close attention to find out as Kati shares with us tons of valuable information that could help you better your sales.

Here are the highlights of my conversation with Kati:

The benefits of Meet Your Match:

  • Increases the speed of the sales process by alleviating the fears of new guests sitting in the chair of the stylist they have no idea about
  • People buy from those they know, they like, and they trust.
  • It’s not about the client finding the best stylist but it’s about the stylist who they do their best work with. Stylists pre-qualify their buyers

People + Passion = Sales

  • People buy from who they know, they like, and trust.
  • It’s not about your product. It’s about who you’re selling to and why.
  • Trust is key.

How do you build trust?

  1. Be vulnerable.

Be out there. Don’t be scared if people won’t like you. If they don’t, then they’re not your people. You’re not perfect and that’s what makes you real.

  1. Be authentic.

People will do business with those who believe what they believe. Be who you are to naturally attract the right people to you.

  1. Decide on the values of your company.

Everyone is not your customer. Follow your passion and the people who it’s for, they will gravitate towards it.

  1. Be genuinely interested in people.

Get to know people around you on a deeper level. Ask them questions. Take care of people you already have as they become your second sales force.


Where does sales come in here?

When people see how fired up you are and you believe in what you have to offer, they will believe it and when you become real, the sales part comes easy… so easy that you don’t have to offer discounts or devalue what you’re selling. Sales becomes effortless. It’s just a result of being great with people and believing in what you have to offer.

More tips from Kati:

Practice makes permanent. Don’t skip steps. Go all the way and follow through.

Kati’s Major Takeaway:

Be authentic. Be yourself. Don’t be fearful that people won’t accept you. By being vulnerable and authentic, you will attract more of the right people that you want to do business with.


Connect with Kati Whitledge on Facebook , Twitter @kati_whitledge, and LinkedIn.



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 Simon Sinek’s YouTube video: If You Don’t Understand People, You Don’t Understand Business

Book mentions:

Grant Cardone’s book, Sell Or Be Sold

The Sales Evangelist Podcast, Motivation, Hard Working, Hustle

TSE 176: How I Was Motivated By Students At Cal Poly

The Sales Evangelist Podcast, Motivation, Hard Working, Hustle Have you ever found yourself at the bottom of the barrel? If you think you’re struggling with your sales quota and feel like you have the whole world on your shoulders and want to give up…

Better think again…

I was on a mini-speaking tour this past week attending the Podcast Movement, a discussion at a San Diego college, and finally another keynote speaking event in Cal Poly where I got to speak with approximately a hundred amazing, first-generation college students who basically come from “rough” backgrounds and who are the first in their immediate family to go to college.

You might want to get some inspiration from and be motivated by these first-generation college kids (in the same way they’ve motivated me and renewed my spirit) and learn how to apply that walk-on mentality to your business, to your sales, and to your life.

How to keep the walk-on mentality:

  1. Always be hungry.
  1. Have a tenacious drive to follow your passion.
  1. Who cares about what people say about you?
  1. Sacrifice, go deeper, and work harder.
  1. Out-beat everyone around you and be the best you can be.
  1. Keep moving forward and never give up.