Podcast - The Sales Evangelist

Tag Archives for " Podcast "

Donald Kelly, Stephen A Hart, The Sales Evangelist

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

Donald Kelly, Stephen A Hart, The Sales Evangelist

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

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

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

Blessings and opportunities

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

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

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

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

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

10,000 hours

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

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

The other alternative was that he would launch a startup.

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

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

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

Birth of a podcast

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

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

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

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

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

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

Lessons learned

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

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

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

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

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


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

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

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

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

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

Your “why”

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

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

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

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

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


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

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

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

Top takeaways

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

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

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

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

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

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

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

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

Always push yourself for bigger and better things.

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

Emotional rollercoaster

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

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

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

Healthy competition

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

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

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

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

Future of TSE

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

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

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

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

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

The Sales Evangelist 1000th Episode resources

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

This episode is brought to you in part by 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. It allows you to set it and forget it. Your prospecting will never ever be the same.

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

This episode is brought to you in part by 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.

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.


Sales Podcast, Donald Kelly, The Best Sales Podcast

TSE 900: Where We Came From And Where We Are Going!

Sales Podcast, Donald Kelly, The Best Sales Podcast

We have produced 900 podcast episodes!

Today on The Sales Evangelist we’ll celebrate our 900th episode and share the impact the podcast has had on our business, as well as some highs and lows. We’ll discuss where we came from and where we are going.

It’s humbling to think about. Twenty episodes a month designed to provide quality content that can help you and your sales team perform better in your sales.

We’re so thankful to each of you for emailing us, messaging us, and sharing how the podcast is helping you.

In preparation for this episode, I went into our Facebook group, The Sales Evangelizers, to find out what people would like to hear about.

How does the podcast impact your business?

The podcast made the business.

My suggestion is to encourage each of you to consider operating a podcast.

There are 550,000 podcasts.  Podcasts exist in every niche you can think of. There are also people who want to digest the content you’ve produced. And there’s still plenty of room.

Only 44 percent of people have listened to a podcast. Forty-nine percent of listening happens at home. Twenty-two percent of podcasts are consumed while driving. Sixty-nine percent of podcasts are consumed on smartphones, and 31 percent occurs on desktop computers.

You can listen while you do other things like mow the lawn, walk the dog, or drive a car.

Podcasts span all generations.

I stumbled onto podcasting when my friend Jared Easley invited me onto his podcast. There were a few sales podcasters out there at the time, and I wasn’t entirely sure I could stand up to their audiences.

The podcast led to coaching, which led to speaking. I was trying to find my niche, and I decided to focus on sales. I added sales consulting next, which includes sales team training, and then online courses and workshops. Finally, I added The Sales Evangelist Hustler’s League, an online group coaching program.

The podcast provides leads and conversations that connect us to other people.

What do we not already know?

We’ve recently started pushing Instagram a lot. We’re going to start sharing more content on Instagram TV at least once or twice a week. We’ll share videos, sales strategies, and other content that helps you learn who I am and improve your sales skills.

We also plan to introduce a YouTube channel, which should emerge during Q4.

The other thing is that we have a Sales Podcast Network which includes three podcasts, and a fourth on the way.

The first is this podcast, and the second is a podcast called Sold, which is a narrative interview with executives who talk about experiences they’ve had with salespeople.

They talk about the things they like and the things they don’t like, and they give us ideas about emailing, prospecting, building value, and connecting.

Sold will follow a seasonal schedule with breaks between the seasons.

The third podcast is Video Jungle. It’s an affiliate podcast that gives you an understanding of the video industry and helps you understand how you can make your brand stand out using video.

The fourth podcast is still in the works, and we’ll share more details about that later.

We are growing this podcasting space, and the whole network will relate to sales.

Can you share success stories?

When I was a software sales rep, I met a guy during my lunch break to interview him. The guy was mentioned in Forbes magazine for the 30 Under 30 feature.

When I met with him, I discovered an opportunity for the company I was working with to help the company he was working with.

His company needed a secure place to store documents.

Although it didn’t turn into a sale, the podcast gave me a foot in the door of that company and it made it easy to connect with the decision-makers.

Another success story happened early on when I was trying to develop coaching. I created the sales page and a guy reached out to me from Tokyo. He was working with manufacturers because something changed and he needed to do sales despite the fact that he’s a tech guy.

The prospect Googled sales coaching and found my page, which led to a relationship as a coaching client. He did a world tour, and I was coaching him throughout his travels.

He’s out of the sales role and still in communication with us today, but we were able to help him get through the process.

When I discovered we had downloads all over the world, I started the semester approach to TSE Hustler’s League. As a result, I had people join from Europe and other places around the world.

It was cool enough to have people in this country join us, but it was especially cool to know that people were staying up late in different time zones to be part of the group.

It was humbling to know that our podcast was impacting people and their businesses all over the world. We were helping them with sales in different markets and different cultures.

I have multiple stories like that about our ability to impact people all over the world just because people listened to the podcast. It has been powerful to track their individual progress and see how they are improving.

Finally, I wanted to find speaking opportunities and I was contemplating leaving my regular job. About that time, the company I worked for changed their model so that it benefitted the company but not the sellers.

Basically, they were going to pay my commission over the course of several years instead of paying a lump sum, which benefitted the company but not me.

I realized that the house always wins, and I decided I needed to become the house.

After I left the company, I got my first paid speaking gig, and the fee was equivalent to the amount I lost when my company changed its model.

That convinced me that this was validated and I was headed in the right direction.

Was there a time you considered ending the podcast?

The podcast wasn’t working properly at one point, and it completely crashed.

I didn’t know what to do, and I was afraid no one would be listening to the podcast after this. I didn’t see how we could thrive after that.

A few weeks passed and I wondered if it was worth all the effort. I got comfortable not doing the podcast. I was anxious, and a month passed before the site was restored.

The thing that caused me to resume the podcast was the number of people who rely on the podcast and who have benefitted from it.

During that time, listeners contacted me to ask when it would resume. I still needed to provide for my family, so I needed to do something to revive the podcast.

That made me dig my heels in and focus on overcoming the challenges. We all have obstacles, but if we stop every time things get difficult, we’ll never accomplish anything.

I stayed up one night for 24 hours to get it up and running, and we were back better than ever.

As a natural byproduct of delegating some of the tasks, I was able to focus on things that mattered. As a result, the business continued to grow.

When I tell you to get rid of menial tasks, I tell you that because it has worked for me. As we’re growing and developing, I continually find more tasks that team members can help me with.

I don’t need to do it all, and it benefits my team when I ask them to help me with those tasks.

What do you want to hear on episode 1,000?

We’re 100 episodes away from number 1,000 and we’d love to hear what you’d like us to address on number 1,000.

It would be cool to interview some of you who have been around for a long time and hear how you’ve seen the podcast grow. I’d love to hear your feelings about the show and any ideas you might have.

Why do you do what you do?

The whole team at The Sales Evangelist wants to help you find more ideal customers, to help you build stronger value when you meet with those customers, and to give you the guidance and coaching you need to close more deals.

My challenge is to go out every day and do big things.

“Where We Are Going!” episode resources

TSE Hustler’s League is a 10-week group coaching program that costs $150 a month. The program is designed to help sellers of all levels and all industries increase their sales performance. We have a new semester starting this fall, and we’d love to have you join us.

Check out The Sales Evangelizers on Facebook, where a community of people shares their struggles and their experiences with selling.

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.

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 and Bensound.

Donald Kelly, The Sales Evangelist Podcast, 800th Episode

TSE 800: Some of The Best Tips From Over 800 Episodes Published

Donald Kelly, The Sales Evangelist Podcast, 800th EpisodeToday’s podcast celebrates the very best sales tips we’ve learned in the previous 799 episodes of The Sales Evangelist podcast.

I’ve pulled together the best sales tips I’ve heard on the show, as well as some details about how I got started in sales and why it matters so much to me. We also discuss where we’re headed next and the new things you can expect from us in the coming months.

From our first 799 podcasts:

Overcome self-doubt.

In episode 001, Jared Easley, host of Starve the Doubts podcast, and Jeffrey Gitomer, author of The Little Red Book of Selling, discussed self-doubt, and the ways to overcome the self-doubt that plagues people in all industries: sales, business, even life.

Gitomer shared the impact of growing up in a family where people made their own money. Because he grew up around it, he assumed he would do the same.

The people around him were successful, so he assumed he would be successful as well. He never doubted himself, even when he went broke.

From that, Gitomer explained the importance of surrounding yourself with people who are achieving great things. Spend time around top performers and see what you can learn.

Take action.

Serial entrepreneur Ralph Quintero challenged us to do the things we know we need to do as sales professionals that will bring us success and happiness.

We should begin by looking at numbers, because they don’t lie. If we make 10 phone calls but convert only 2 of them, those numbers don’t lie.

Perhaps we’re allowing our fear of rejection to keep us in the office instead of getting in front of prospects. Maybe we’re staying out of the office to avoid working the phone.

If you are’t constantly hustling, you may be the reason you aren’t achieving the success you desire.

Understand buyers.

Many of us mistakenly believe that buyers make decisions based upon products, services, brand, pricing, or other variables.

Jill Konrath challenges that notion with research that indicates buyers make decisions based upon their experience with their sales person.

The more information you have about your buyers, his priorities and plans, his obstacles and challenges, his processes, and his finances, the better equipped you’ll be to bring insights and information that can help him meet his objectives.

Be human.

Jon Buchan shares his genius copywriting experiences with salespeople who are engaging in cold contacts.

He takes advantage of the fact that his prospects don’t know his name and he uses it to inject humor and honesty into his cold emails.

My name is Jon. You don’t know me because I got your name from a list, but at least that means you’re list-worthy, right?

Because his emails begin with such brutal, unexpected honesty, he has credibility in the eye of the prospect. Additionally, he has made them smile and he has piqued their curiosity.

Be human. You’ll stand out from the others.

Prioritize presentation.

Patricia Fripp came to the U.S. with $500 and made a name for herself as a woman specializing in men’s hairstyling.

She started her own business when she was 30, and she invested time and resources in several speaking courses at the urging of her mentors.

When she was 39, she sold her hairstyling business and started a business as a keynote speaker, which led her to work with sales professionals who seek to improve their sales presentations.

Her clients realized that they were in danger of losing large deals, not because of price or offering, but because of presentations. As a result, Fripp teaches sales reps to sound more professional, more personable, more persuasive, and to connect better with clients.

Join our community.

Each of us has our own niche in sales, and we often get into our silos and focus on our own industry. Other professionals are selling successfully in other industries like cars or advertising.

If those people are doing something that might benefit you, wouldn’t you want to try it?

The The Sales Evangelist Hustler’s League is an online group coaching program that brings together sellers from all over the world to share training, exchange sales tips and grows in their careers.

Moving forward, time limitations will restrict the number of one-on-one coaching commitments we can accept because we always want to focus on quality. F

We’ll be adding a second podcast in April and we’ll work with companies later this year to generate leads, create opt-ins, and develop business.

We hope you’ll join our Facebook group The Sales Evangelizers. 

We also hope you’ll share this podcast with others who can benefit from it, and that you’ll leave us a review wherever you consume this content. If you haven’t already, subscribe to this podcast so you’ll benefit from all the things we have learned and will continue to learn.

Episode Resources

Audio provided by Free SFX.

Podcast, Audience, Business Growth, Doug Sandler

TSE 786: 7 Ways Audience Engagement Can Grow Your Business

Podcast, Audience, Business Growth, Doug Sandler

As a sales professional, it’s important to be able to reach out to your audience.

During this episode, Doug Sandler shares with us how engagement can build your business.

Listen and learn how you can increase your audience engagement and build relationships as well.

Here are the highlights of my conversation with Doug:


  • Engagement is all about rapport building, networking, having a direct one-on-one connection with someone in your community.
  • Use tools like Twitter and podcasting to reach out to your subjects.


  • It connects you to your community.
  • Relationship building is everything. It’s not about the transaction but the relationship.
  • If you bring relationships to the forefront, the business will always come to you. You may not have the best product in the market but if you have a strong relationship, they believe in you.
  • When you build relationships, they’re willing to pay more than what they would pay as a commodity.
  • If you create a good relationship, they will go out of their way to recommend you.


  • Stop waiting. Start doing. If you have one person, cherish that person.
  • Get anything started to increase your one-on-one communication.
  • Reach out. Send an email greeting. Send a text message.
  • Write a blog or create a podcast about the person you want to engage with.

Doug’s Major Takeaway:

Be afraid of quitting but don’t be afraid to fail. Keep doing what you need to do. Pick yourself up, keep moving forward and work hard!

Episode Resources:

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.


The Nice Guys on Business podcast

Turnkey Podcast

Tom Schwab, Donald Kelly, The Sales Evangelist, Podcast

TSE 479: Sales From The Street-“Grow Your Business With A Targeted Interview Strategy”

Tom Schwab, Podcast, Donald Kelly, The Sales Evangelist

If you find yourself stuck in your traditional sales job and you’re looking for new ways to increase your sales, I challenge you to think outside the box and get out of your comfort zone. And one way to do this is to consider doing a podcast or become a podcast guest.

Today, Tom Schwab shares about how you can grow your business through podcast. Tom is the author of Podcast Guest Profits: Grow You Business with a Targeted Interview Strategy. Tom is the Founder of Interview Valet, a premium podcast guest marketing agency that helps people get their message out as a podcast guest as well as connect them with people who could be their ideal customers.

Four years ago, I started The Sales Evangelist on the side as I had a full time career doing traditional sales. Today, I am now doing podcasting full-time so listen in to find out how you too can leverage the power of podcast.

Here are the highlights of my conversation with Tom:

Benefits of a podcast:

  • Get your message out.
  • Connect with your ideal customers.
  • Repurpose your content into a blog post or other forms of content.

How to utilize podcast to generate leads and increase sales:

The interview is just the fuel but what you need is the engine (which consists of these 6 steps) to turn that fuel into business results.

  1. Prospecting

Find the ideal podcast that has your ideal customers. There are 350,000+ podcast out there but there is always a niche for each person. Niche down and find out who you want to be speak to and be very specific. Consider both the psychographics and demographics. Start to think of what podcast they could be on.

If you’ve already got prospects, ask what podcasts they like. Check out the New and Noteworthy section of iTunes. Do a Google search of your topic and the podcast.

  1. Pitching

The worst sales call you can make is one that is totally cold and has no value to the person you’re selling to. So make sure you and the podcast host are a good fit. Make sure it’s not a cold pitch by focusing on what you can help them with and what you have for the audience. Your goal in being on a podcast is to make the podcast host look like a genius for having you on because you shared so much value.

Before reaching out to the host, listen to a few episodes and figure out what value you can offer them. Leave them a rating and review. Share their content. Write some comments. Do that for a week or two before reaching out.

  1. Preparation

Know who the audience is and who the host is. Know the questions to be asked. Help the host prepare for you. Give them a one-page brief sheet that gives them your bio or some questions they could ask. Give a link to your LinkedIn profile or a talk you did. IN short, make it easy for them to have a great interview with you.

  1. Performance

Talk about the different things on your site to get people from being listeners to visitors to leads by giving resources like infographics or a 30-minute training. Give them a way to go to your page.

  1. Progression

How can you move them to the next step from being listeners to visitors to leads? Put yourself in the listener’s spot. Most people don’t want another newsletter so make it easy for them. The best way to do this is to send people to a dedicated landing page. What you want to make sure is you want to give them a good experience when they go there.

  1. Promotion

This is how you and supercharge your interviews. This is new content for people who just found out about it. Once you start promoting episodes, you’re much more likely to get on other podcasts. When people get to the landing page, there would be three ways for them to say yes. Not everybody who listens to your podcast is ready to engage with you so give them a little yes, a medium yes, and a big yes.

Tom’s Major Takeaway:

If you’re listening to this then you already know how powerful podcast is. You know that your ideal customers are going to listen to podcasts in the future. The only question is, are they going to be listening to you or your competitors? Take advantage of the power of podcast as a host or as a guest. Connect with your customers on podcast

Episode Resources:

Get connected with Tom on www.interviewvalet.com/tse

Listen to my previous interview with Tom on TSE Episode 240: Learn How Podcasts Can Increase Your Sales

Podcast Guest Profits by Tom Schwab

Predictable Revenue by Aaron Ross

TSE Hustler’s League Semester Two

Join this semester of TSE Hustler’s League where we will be focusing on building value to your customers.

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.


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 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

Closing, Ellory Wells, Donald Kelly, The Sales Evangelist Podcast

TSE 253: Sales From The Street- “Just Ask For The Business”

Closing, Ellory Wells, Donald Kelly, The Sales Evangelist Podcast For the second time on the show (and his first on Sales From the Street), we’re bringing back Ellory Wells. All of his work comes down to coaching people on how they can develop strategies to leave the jobs they hate and help them figure out a way to bridge the gap between that and waking up happy everyday.

Ellory has been away from corporate America for about two years. As a business owner, Ellory has faced challenges and that “know-like-trust” factor being one of them. Let’s find out what strategies he’s put to use to overcome this major challenge which many of you may also relate to.

Here are the highlights of my conversation with Ellory:

Ellory’s major challenges as a seller:


  • People don’t know who you are or what you have to sell
  • How to convey to people that he has something worth their money, time and investment

Strategies to overcome anonymity:

  1. Ask for business.

Be humble enough to realize that people aren’t going to come to you so you have to go to them.

  1. Know who your avatar is.

Know who your ideal client is.

Ellory’s Major Takeaway:

Figure out two things:

  1. What value do you bring to the table? (Not just what your company wants you to say, but the truth)
  2. What type of customer your needs or skills fit best?

Connect with Ellory through his website www.ellorywells.com/toolbox for a wealth of resources that may just help you in your career.

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.

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Tom Schwab, Donald Kelly, The Sales Evangelist Podcast, Best Sales Podcast

TSE 240: Learn How Podcasts Can Increase Your Sales

Tom Schwab, Donald Kelly, The Sales Evangelist Podcast, Best Sales Podcast Today’s guest is Tom Schwab and he shares with us another interesting side of the sales spectrum. In fact, it’s something not too many salespeople or entrepreneurs have even thought about.

If you haven’t yet harnessed the power of getting on podcast interviews as part of your sales strategies, then you’d probably consider doing so. It’s a great, new way to start your year with a bang! Being that figure of authority. Being that expert that your customers will look upon.

And if high conversion rates are what you’re leaning towards for this year’s goals, you better get started with getting on podcasts. Right now.

Here are the highlights of my conversation with Tom:

Why podcasts are important in getting your ideal customers:

  • High conversion rates up to 25% and even up to 75% (visitors to leads)
  • Rich medium that would get them to know you and trust you
  • You get not just leads, but hot leads
  • You can connect with thousands of customers just by serving them and having them come back to you

How to find the ideal podcast for you:

  1. Define your ideal customer.

Be very selective on who you want to work with. Define who your dream customer is, who will be a lifetime customer, and an advocate. Then you will know what to say to them, what their pain points are, and where they hang out.

  1. Ask your customers about the podcasts they like.

Ask them which podcasts they find to be engaging.

  1. Get on the podcast.

This way you get more credibility and your customers will see you as an expert.

  1. Start searching for podcasts on the New & Noteworthy

Go to iTunes and break it down by category. Search keywords.

What do you do to not come off as a spammer?

  1. Make sure it’s not a cold call.

Listen to the podcast first to see if you’re a good fit for it.

  1. Reach out to the podcast host.

Leave them a review on iTunes so they will know who you are. Connect with them on social media. Build a relationship.

  1. Make it clear of the value you bring.

Make it very brief. Put on a one-page pitch sheet at the end (bio, picture, contact information). Go to tmschwab.com/tse to check out what a pitch sheet looks like. Once you’re on the show, make the host look like a genius for having you on.

6 Steps to Selling a Product Online:

  1. Define who you want to talk to.
  1. Define why you’re an expert.
  1. Find the podcast that your ideal listeners listen to and pitch yourself to the host.
  1. Get on there and have a great interview.

Get people the opportunity to know, like, and trust you. Tell the story behind the product and the problems you solved. Don’t sell but give them the opportunity to get to know you.

  1. Give them a reason to come to your website.

Give them something to move them towards your call-to-action. Take them from being a listener to being a visitor.

  1. Send them to a welcome page.

Show them trust seals or things that make them feel welcome and that they’re on the right page. Then you can put some of the offers and get leads. Sometimes the host is your best customer.

Even if you don’t have a website, you can get up to 10 free welcome landing pages where they will automatically email you the leads.

Tom’s Major Takeaway:

Getting on the podcast is what everybody focuses on. But it’s the process that does the magic. Do the process over and over.

Tom leaves us with his favorite quote by Derek Sivers:

“What’s ordinary to you is amazing to me.”

Connect with Tom on Twitter @tmschwab and on LinkedIn.

Episode Resources:

Check out different strategies on Tom’s website by visiting www.tmschwab.com/tse and learn how to grow your business as a podcast guest turning listeners into customers.

Click below and get a free audiobook download from Audibletrial.com/tse 

Screen Shot 2015-12-31 at 7.38.14 AM

Join Today!

The Sales Evangelist, Donald Kelly, Donald C. Kelly



Niel Guilarte, All Things Post, The Sales Evangelist

TSE 111: Corporate Selling v.s. Entrepreneurial Selling

Niel Guilarte, All Things Post, The Sales Evangelist During this interview, I was honored to interview Niel Guilarte about his experience in selling for a corporation to now as an entrepreneur. With over 25 years of sales experience, Niel has worked for large organizations such as AT&T, Sprint and OfficeMax in the capacity as a sales professional, sales training and marketing.

Niel is currently the owner of Wildstyle Media Group, a video production firm working with high end organizations developing movies. He is also the host of the “All Things Post” podcast, which focuses on the behind the scenes world of post productions.

During this episode we discuss some of the difference between corporate selling and selling as an entrepreneur.

Here are some of the major takeaways:

  • When selling for a cooperation focus on volume, but when you are an entrepreneur you need to build relationships because that needs to last for the long run.
  • The principle of the “Invisible Sale” is to do the best job on every project you are working on and as a result, your client will give you referrals.
  • Start selling your expertise as oppose to your services. Look for ways to offer what you know to your prospects and as a result they will buy from you over others who sell on features/benefits.
  • Seeds you planted in the past will grow when you least expect it.
  • Continue to do activities such as speaking at events, going to networking groups, helping others connect without any expectations in return.
  • Fake the funk! (Don’t quit because you don’t know something…just keep moving forward)
  • Seek to offer quality over quantity.
  • You can’t hide behind your logo as an entrepreneur because you are the brand!
  • The best sales experience is to LISTEN! Real recognize real.
  • Sometimes not selling is the best sales experience.

Stay connected to Niel:

 Facebook   Twitter 

All Things Post, Niel Guilarte

Mentions: Tampa Bay Business Owners 

Tampa Bay Business Owners

Cold Calling Course, How to Cold Call

TSE 000: Welcome to the Sales Evangelist Podcast!

DK The Sales Evangelist Welcome to the Sales Evangelist podcast (TSE)! Everyone here at the Sales Evangelist podcast is excited for the launch of the show.

In this episode I will:

  • Introduce the show
  • Introduce the purpose of the podcast
  • Outline the episode and the host, me!

In a previous blog post I gave some background information about how the show actually was conceived and started. For this episode I go a bit more into detail. I also have a little surprise in the introduction of the show. I like to have fun and I love to share value.

If you want to learn a little more about me, you can connect with me on social media. I am on Twitter, Google+Facebook LinkedIn, and About.me. You may also learn more in the about me sections.

Once again, welcome to The Sales Evangelist podcast! I hope you find these sales tips valuable as you listen to the show. If you have learned something new from the episodes, feel free to share it and leave me ratings and review on iTunes or Stitcher. But most importantly, DO BIG THINGS!

 Check out the Podcast in iTunes here!

Music provided by FreeSFX

The Sales Evangelist Podcast!

Donald ready picture 2

Just like most of you, I am a real life sales professional hustling in the world of software sales. If you were like me, you had no clue how to really sell when you started. Over the years I’ve received training/coaching from some of the industry’s leading experts. I applied what I was learning and started seeing a significant difference in my performance and income. I started doing “BIG THINGS”!

I personally feel that when you find something of value you should share it! That’s why I love sales so much. I became very passionate and started “evangelizing” about sales. A good buddy of mine, Jared Easley, then dubbed me “The Sales Evangelist”. He recommended that I further my reach by sharing sales tips to others through the medium of a podcast.
Today I interview some of the best sales, business and marketing experts. They provide invaluable training of how you can take your career, business and income to a top producer’s status. The podcast is set to launch next week. Be one of the first to be notified the day we release the first episode! Just send me an email at donald@thesalesevangelist.com , with the subject “Podcast”. I promise to keep you informed! The podcast will be available via iTunes and Stitcher. I know you will enjoy it. Welcome to The Sales Evangelist!

Is Knowledge Power? My Second Segment on the “Starve The Doubts” Podcast

Is Knowledge Power?I am back with my second segment on the “Starve The Doubts Podcast” with Jared Easley. During this segment, I hit upon the idea of “Knowledge” and “Power”.  On this same episode Ryan AveryThe World Champion of Public Speaking, is interviewed . Listen carefully to my segment since it is featured at the end of the episode.

Check out the episode and let me know your thoughts. Do you think that “Knowledge is Power”?


 Check out the episode! 

What is “I & R” ? My First Segment on the “Starve The Doubts” Podcast

Starve the Doubts PodcastThis was my first segment on the amazing “Starve The Doubts” podcast with Jared Easley! The featured guest on this episode was none other than Pat Flynn. It was an honor to have my debut on the same episode as Pat. During the episode, I introduce a powerful principle the “I & R”. This was something I learned from on the greatest sales trainers in South Florida Bernie Cronin !

Check out the episode, leave a review and let me know what you think. Enjoy!

 Starve The Doubts Podcast Episode: Click Here!