The Sales Evangelist

Email, cold calls, and LinkedIn messages are all great avenues to connect with your prospect.  But perhaps the most underutilized component of the sales process is (spoiler alert) the proposal itself. Whether you’re a newly established business or one of international renown, an enticing proposal dramatically helps your business efforts. And today, Donald is joined […] The post TSE 1489: The Power of the Proposal appeared first on The Sales Evangelist.

LinkedIn is a powerful platform and you can use its features to your advantage. In this episode, Ollie Whitfield talks about how to use LinkedIn voice messages and videos to schedule more appointments.  Using LinkedIn voice message for effective appointments The LinkedIn voice message is something new and not many people have seen it before. […] The post TSE 1431: LinkedIn: How to Use LinkedIn Voice Message and Videos to Schedule More Appointments appeared first on The Sales Evangelist.

LinkedIn is a huge platform that’s great for prospecting. The question is, once you’ve connected with a prospect, what should you do next? Join Donald Kelly and Ahmad Munawar as they talk about what you should do next once you’ve connected with the prospects.  What to do next after connecting? Keep pitching until they say […] The post TSE 1430: LinkedIn: Once You’ve Connected With a Prospect, Here’s What You Should Do Next appeared first on The Sales Evangelist.

How does being human on LinkedIn help you improve your sales game and increase revenue? In today’s episode, Ellis Stone joins Donald Kelly for a great conversation about being human on LinkedIn and what it means.  LinkedIn is such a powerful platform for professionals, but everyone in the space is not using it effectively.  One […] The post TSE 1429:  LinkedIn: Being a Human on LinkedIn appeared first on The Sales Evangelist.

LinkedIn is a platform that allows professionals to network and connect with others in their industry. In this episode, Donal Kelly talks about the three LinkedIn strategies that provide results.  The issue here is that there are too many people on LinkedIn, and when we find people, we start pitching right away without adding value […] The post TSE 1428: LinkedIn: “Three LinkedIn Strategies Providing Results” appeared first on The Sales Evangelist.

Sales objections happen all the time but with the health crisis today, it’s a standing question of how the pandemic may impact your customer’s sales objections or how it has already impacted them. Join Donald Kelly and Chris Mele as they talk about the pandemic, customers, and sales objections.  Being in a software company means […] The post TSE 1427: Objections: How the Pandemic May Impact Your Customer’s Sales Objections appeared first on The Sales Evangelist.

As part of the sales process, you can expect objections from everyone you’re speaking with, including your prospects. Join us in this episode as Donald Kelly and Matthew Pollard answer the question, how can you prepare for your prospect’s most likely objections? Matthew Pollard’s first book was entitled, The Introvert’s Edge: How the Quiet and […] The post TSE 1426: Objections: How Can You Prepare for Your Prospect’s Most Likely Objections? appeared first on The Sales Evangelist.

Women are doing great things in the sales industry. In this episode, Donald Kelly is joined by an amazing woman, Nadia Rashid. Listen as Nadia shares how to overcome the most common objections in B2B sales.  Nadia Rashid is the SVP of Sales for Seismic on the East Coast. She manages all the teams from […] The post TSE 1425: Objections: How to Overcome the Most Common Objections in B2B Sales appeared first on The Sales Evangelist.

How do you get past objections? To make it more specific, what can you do if you can’t address your prospect’s objections during a call? Natasha Davis joins Donald Kelly in this next episode on objections.  Natasha Davis is a brand strategist, and she recently released her second book entitled, Unleash Your Millionaire Mindset and […] The post TSE 1424:What to Do If You Can’t Address Your Prospect’s Objections During a Call appeared first on The Sales Evangelist.

The idea of objections is always common in sales. You can’t get away from it but how do you handle objections? How can you handle price objections in this new COVID world?  What’s your view on objections? Objections have always been in sales; these objections are not going anywhere.  The real point, however, is the […] The post TSE 1423: Objections: How Can I Handle Price Objections In This New COVID World? appeared first on The Sales Evangelist.

Sales isn’t sales without objections. As a sales rep, how will you overcome objections? In this episode, Donald Kelly talks about the basics of sales objections.  The basics in sales objections An objection is defined as an expression or feeling of disapproval, an opposition or reason of disagreeing.  From the buyer’s perspective, objections are when […] The post TSE 1422: Sales Objection 101 appeared first on The Sales Evangelist.

For many, 2020 has not been a good year. If 2020 left you feeling defeated then do the work to overcome it. In this episode, Chris Williams talks about how you can do that.  Moving forward in 2021 2020 was hard for everybody regardless of social status. It was a hard heart and mind-bending process.  […] The post TSE 1421: If 2020 Left You Feeling Defeated, Do the Work to Overcome It appeared first on The Sales Evangelist.

What does being one of the best sellers in history entail? In today’s episode, Donald Kelly focuses on Oprah Winfrey as one of the world’s best sellers in history.  Getting to Know Oprah Winfrey Oprah Winfrey was born on January 29th, 1954 and her parents are Vernita Lee and Vernon Winfrey.  She had her first […] The post TSE 1420: The Best Sellers In History Series – “Oprah Winfrey” appeared first on The Sales Evangelist.

Some people perceive that there is a power struggle between men and women in the sales industry. In this episode, Lorraine Ferguson talks about leveling the playing field for women in sales.  Getting to know Lorraine Ferguson Lorraine Ferguson started her career in sales back in the 80s with a startup technology company. She never […] The post TSE 1419: Leveling the Playing Field for Women in Sales appeared first on The Sales Evangelist.

Women are strong-willed individuals who can thrive in the male-dominated sales industry. Today’s guest will help us understand how women can thrive in the male-dominated sales industry.  Thriving in the male-dominated industry Cherilynn Castleman released a book entitled, What’s in the C.A.R.D.S: Five Post-Pandemic Sales Strategies.  She’s been in sales for over 25 years and […] The post TSE 1418: How Women Can Thrive in the Male-Dominated Sales Industry appeared first on The Sales Evangelist.

It’s a common problem among workers in many industries. The question remains, why are women sellers paid less than their male counterparts? Let’s talk about this subject in today’s episode.  Being in a woman in sales Jaunai Walker has been in the sales field for almost 20 years. It was her first job after she […] The post TSE 1417: Why are Women Sellers Paid Less Than Their Male Counterparts? appeared first on The Sales Evangelist.

Imposter syndrome is common among salespeople, and it chooses no gender. In this episode, however, let’s learn how imposter syndrome affects women in sales.    Melissa Oakes truly believes that she changes people’s lives. Although many don’t share the same thought, being able to bring people back to a time in their lives where they […] The post TSE 1416: How Imposter Syndrome Affects Women in Sales appeared first on The Sales Evangelist.

Sales is a huge industry and it’s big enough for both men and women. However, the number shows that there are few women in this career. In this episode, we will talk about the reasons why we need more women in sales.  Women in Sales Women are the best in sales.  There are very few […] The post TSE 1415: Why We need more Women in Sales appeared first on The Sales Evangelist.

Working in the sales space, Donald Kelly has met a lot of people who impacted his journey one way or another. In this episode, he talks about how women leaders have impacted his sales career.  Women in Donald’s life who made an impact Throughout Donald’s career, he has met several women sales leaders who guided […] The post TSE 1414: How Women Sales Leaders have Impacted My Sales Career appeared first on The Sales Evangelist.

We are still in the discovery stage and in this episode, let’s talk about the importance of leave-behinds after remote discovery meetings. Join Donald and David Keesee as they discuss more about leave-behinds.  The beliefs in Sales Salespeople don’t come from a place of selling. Rather, we come from a place of serving.  The leave-behind […] The post TSE 1412: Discovery: How Important are Leave-Behinds After Remote Discovery Meetings? appeared first on The Sales Evangelist.

We already know that the discovery meeting is an important part of the sales process. In this episode, we’ll talk about the best ways to structure your discovery calls and improve outcomes.  Structuring your Discovery Calls Salespeople accomplish more selling by how they structure and conduct the discovery meetings. You accomplish more by how you […] The post TSE 1411: Discovery: Best Ways to Structure Your Discovery Calls and Improve the Outcomes appeared first on The Sales Evangelist.

We’ve talked about the importance of the discovery meeting in the previous episode. This time, Jeff Bounds talks about the powerful questions to ask during your discovery meeting.  The discovery meeting conversation  The drama Glengarry Glen Ross and all the other movies impressed on many the importance of closing. People are buying closing books and […] The post TSE 1410: Discovery: Powerful Questions to Ask During Your Discovery Meeting appeared first on The Sales Evangelist.

In today’s episode, Donald Kelly talks about the reasons why your discovery meeting is the most critical of all when it comes to sales.  The challenging part of the sales process Many people make the mistake of taking discovery meetings for granted during the sales process.  There are typically two sides of the sales process: […] The post TSE 1409: Discovery Meeting: Why Your Discovery Meeting is the Most Critical of All appeared first on The Sales Evangelist.

Diversity is a result of numerous kinds of efforts, and we’re focusing today on underrepresented sellers. As a sales leader, how can you offer a hand up to underrepresented sellers? Marchello Arcelay is a waste stream analyst in Metro Atlanta and he works with small to medium-sized companies to provide them with sustainable waste solutions. […] The post TSE 1408: Diversity:  How Can I Offer a Hand Up to Underrepresented Sellers?   appeared first on The Sales Evangelist.

The conversation about building a diverse sales team is an important one, and in this episode, Donald Kelly hosts a roundtable discussion about why a diverse team should be built.  The importance of a diverse team Without a diverse team, you are missing out on the insight that you need to work with the diverse […] The post TSE 1407: Diversity: [Round Table] Why You Should Consider Building a Diverse Sales Team appeared first on The Sales Evangelist.

Salespeople today face the same dilemma: ‘how to successfully close an impossible deal during a pandemic.’ This isn’t new to us but we still need all the help we can get. Tune in to this episode as Ariel Tille talks about how to successfully close an impossible deal.  Switching to the sales side Ariel is […] The post TSE 1390 – How To Successfully Close an Impossible Deal at the End of the World, During a Pandemic appeared first on The Sales Evangelist.

  Today’s guest is Nelson Leitao and he’s going to share important lessons learned about perseverance during a 10-year climb up the customer ladder. In this episode, we’ll discuss what that means.  The art of selling Nelson loves his job for two particular reasons: Interacting with people and getting the chance to improve the patient […] The post TSE 1389: Motivation: Important Lessons I Learned About Perseverance During My 10-Year Climb Up the Customer Ladder appeared first on The Sales Evangelist.

There are many black women in sales and despite the challenges, they keep on moving forward to have success. Tune in as today’s guest, Cynthia Barnes, speaks of the challenges affecting black women in sales.  Cynthia Barnes is the founder and CEO of the National Association of Women Sales Professionals. It’s a member-based organization of […] The post TSE 1406: Diversity: Challenges Affecting Black Women in Sales appeared first on The Sales Evangelist.

Diversity and inclusion are important in sales but what do these things mean exactly?  In today’s episode, Stephen Hart and Sharon Manker are joining Donald in talking about what diversity and inclusion mean in sales.  Diversity and inclusion in sales Diversity is being invited to the table and inclusion means having a seat at the […] The post TSE 1405: Diversity: What Do Diversity and Inclusion Mean in Sales? appeared first on The Sales Evangelist.

In matters of diversity, salespeople can’t help but sometimes ask,’ Do Americans have racial bias with who they buy from?’  Kwame Christian has both a law and business background. He understands the issue of whether Americans have a bias from who they buy from, and he is doing bias training to help companies understand the […] The post TSE 1404: Diversity: Do Americans Have Racial Bias With Who They Buy From? appeared first on The Sales Evangelist.

The sales space is a huge industry but it needs more diversity. In this episode, DeJuan Brown talks about how we remove the barriers to sales for people of color.  Studies show that 78.9% of salespeople in all industries are white, 11.2% are tan, and the remaining percentage is divided into various ethnicities. There is […] The post TSE 1403: Diversity: How Do We Remove the Barriers to Sales for People of Color? appeared first on The Sales Evangelist.

For an organization to succeed, it is important for sales leaders to see the benefits of building a diverse sales team. In this episode, Donald talks about three reasons why diversity and inclusion are important.  The sales statistics The US Bureau of Labor Statistics reported in 2019 that 86% of sales managers were white and […] The post TSE 1402 – Diversity: 3 Benefits of Building a Diverse Sales Team appeared first on The Sales Evangelist.

In this day and age, how can salespeople schedule appointments when so many people are working from home? Tune in as Maddy Martin talks about prospecting in the modern sales world.  Scheduling appointments in the remote working scene The work-from-home setting has a huge impact on sales especially in website chat messages, missing calls, and […] The post TSE 1401: Prospecting: Scheduling Appointments When so Many People are Working From Home appeared first on The Sales Evangelist.

Sales reps can’t spend all their time nurturing a prospect. It is difficult, however, to just decide to stop. In that case, you may ask, “How can I tell when it’s time to consider a prospect close-lost?”  Learn more in this episode.  A close-lost deal For Guil, a deal is never lost in the sense […] The post TSE 1400: Prospecting: How Can I Tell When It’s Time to Consider a Prospect “Close-Lost”? appeared first on The Sales Evangelist.

Not all deals come to a close, so when a deal doesn’t close, how long should you wait before re-engaging the prospect? David Perry speaks in length about closing in today’s episode.  Re-engaging the prospects David is a big fan of value selling.  Value selling is part of the training that enterprise sellers can go […] The post TSE 1399 – Prospecting: When a Deal Doesn’t Close, How long Should I wait before re-engaging the prospect? appeared first on The Sales Evangelist.

As a salesperson in sales, have you asked other successful salespeople this question, “Is there magic involved in grabbing the attention of your prospects?” If yes, how did they respond? In this episode, Daniel and Eliott talk about how you can grab your prospects’ attention.  Prospecting the right way It’s the basics that help you […] The post TSE 1397: Prospecting: Is There Magic Involved in Grabbing the Attention of Your Prospects? appeared first on The Sales Evangelist.

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LinkedIn is a good place to prospect. In this episode, listen and learn as Brynne Tillman and Donald talk about how to convert your LinkedIn connections into meaningful conversations.  When is LinkedIn ineffective? Back in the early months of 2020, people connected with others and then threw their pitch in. This was ineffective.  Today, salespeople […] The post TSE 1395: Prospecting: How to Convert Your LinkedIn Connections Into Meaningful Conversations appeared first on The Sales Evangelist.

Are you one of the many sales reps who suffer from imposter syndrome? If so, how can you keep imposter syndrome from destroying your cold-calling efforts? Join Donald as he talks about the subject.   Defining imposter syndrome  Imposter syndrome is a psychological pattern where an individual doubts his/her own abilities to do something. This then […] The post TSE 1394: How to Keep Imposter Syndrome from Destroying Your Cold-Calling Efforts appeared first on The Sales Evangelist.

2020 has gone and now we’re making our way into yet another year. In this episode, Donald talks about the 5 trends that you should know about prospecting that we can use to improve our sales game this year.  Know the sales stats 40% of businesses did not meet their revenue targets last year.  81% […] The post TSE 1393: Prospecting: 5 Trends You Should Know About Prospecting Going Into 2021 appeared first on The Sales Evangelist.

Salespeople don’t play it safe at all times. You need to take risks, challenge expectations, and do big things to succeed. How do you do that? Listen as Jonathan Diaz shares his thoughts.  Increase your motivation Jonathan and his siblings love Kobe shoes and back in 2010, Kobe wore bright lime green shoes called The […] The post TSE 1392: Motivation: Take Risks, Challenge Expectations, and Do Big Things! appeared first on The Sales Evangelist.

Salespeople often find themselves asking, “how do I increase my sales motivation?” It’s a common challenge and in today’s episode, Aaron talks about how you can further your sales journey by increasing your motivation. Aaron Conjelado was an account executive for an advertising company in the Philippines. He spent two years in that position and […] The post TSE 1391: Motivation: How Do I Increase My Sales Motivation?  appeared first on The Sales Evangelist.

Gary Manske, the Executive Director for Sales and Marketing of Dakota Micro, Inc suggests that salespeople should approach sales as an art and a science instead of a grind, but what exactly does that mean?  It’s a mindset thing  Have the mindset of always being curious and ready to learn something new.  People who are […] The post TSE 1388: Motivation: Approach Sales as an Art and a Science Instead of a Grind appeared first on The Sales Evangelist.

Many sellers have sales goals but we must focus on making sales goals a part of your daily activities. Let’s join Joel Malkoff and Donald as they talk more about the importance of organizing these tasks.  Making Sales Goals a part of your daily activities Joel thinks empathy is a priority. It’s a conscious way […] The post TSE 1387:Translate Your Sales Goal into Meaningful Daily Activities appeared first on The Sales Evangelist.

In this episode, we get to know The Sales Evangelists team and what they do for TSE as they share with Santa Claus what they want for this Christmas.  From the Philippines to Thailand please!  Mae Mar assists with email support and sends messages to the guests who appear on the show. She also manages […] The post TSE 1386: Christmas Day – The TSE Team Pitches Its Wishlists to Santa appeared first on The Sales Evangelist.

Salespeople don’t just set sales goals. There are a few things to consider before we lock down what those goals will be and there are a few tricks to learn on the way! Listen to this coaching episode with Donald and Jermaine!  Before you set your goals  Always set SMART goals – specific, measurable, attainable, […] The post TSE 1385: Goal Setting: Things to Know Before You Set Sales Goals appeared first on The Sales Evangelist.

We set goals and we try to achieve them. The truth is, however, goals must meet a few requirements for them to be achievable. You need SMART sales goals. What are the smart sales goals? Let’s talk about that in this episode.  Aiming for SMART sales goals  SMART stands for:  S – specific M – […] The post TSE 1384: Goal Setting: What are SMART Sales Goals and How Important Are They For You? appeared first on The Sales Evangelist.

There can be several reasons why you’re not hitting your sales goals. Today we discuss the number 1 reason you don’t hit your goals. Accomplishing sales goals With all that happened this year, many are looking forward to 2021.  It’s always important to set your goals and make sure that you accomplish the goals. These […] The post TSE 1382: Goal Setting: The Number 1 Reason You Don’t Hit Your Goals appeared first on The Sales Evangelist.

Sales reps can get overwhelmed with administrative tasks without even realizing it. In this episode, Anthony Iannarino talks about ways to ensure that admin tasks don’t overwhelm your day. The black hole of admin tasks Growing in sales means more non-sales related work can find its way to your desk. With more success comes more […] The post TSE 1381: How to Ensure that Admin Tasks Don’t Overwhelm Your Day appeared first on The Sales Evangelist.

Due to the pandemic, most businesses have transitioned to working remotely. In this episode, you’ll learn how to maximize sales productivity when working with a remote team.  Ensuring sales productivity  At a very young age, author, speaker, and organization improvement consultant Brad Jeavons watched his mother selling over the phone. He saw how she used […] The post TSE 1380: Maximize Sales Productivity When Working with a Remote Team appeared first on The Sales Evangelist.