The Sales Evangelist
The Sales Evangelist is a podcast hosted by Donald C. Kelly that aims to help sales professionals achieve high-income status. Kelly shares his own experience of struggling in sales until his company invested in training, which led to a dramatic improvement in his performance. The show features interviews with top sales experts, successful sellers, and entrepreneurs who provide actionable strategies and motivational stories. Topics include effective selling techniques, career growth, and earning potential in sales.
Episodes
Stop Overthinking Your Sales Calls (Do This Instead)" | Adam Lowther - 2030
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People Buy You | Jordan Harbinger - 2029
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Sales From The Street-“Cold Emails & Curiosity" | Donald C. Kelly - 2028
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Your Weak Pipeline Is A Disciple Issue | Donald C. Kelly - 2027
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The Essentials of Following Up No Ever Thought You | Corrie George - 2026
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The Real Reason Executives Are Ghosting You | Anthony Reeves - 2025
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The One Thing Most Sales Team Miss When Going Upstream | Alison Disken - 2024
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Practical Ways Sales and Marketing Can Work to Increase Revenue in 2026 | Mark Kapczynski - 2023
Sales and marketing are supposed to work together, but in most companies, they don't. Not to the level your revenue actually needs. In this episode, I sat down with Mark Kapczynski, co-founder of Kontrol Media and author of Everyone Sells, to talk about practical, sometimes unconventional ways to get these two teams pulling in the same direction.Why Sales and Marketing Still Don't Work TogetherTra
LinkedIn Response Series - Messages That Generate Responses | Donald C. Kelly - 2022
This wraps up our four part LinkedIn Response Series. Over the last few episodes, I covered your headline, your banner, and how to turn profile views into real conversations. In this final episode, I'm showing you how to take those conversations and turn them into booked appointments.Never Pitch FirstThe fastest way to kill a new LinkedIn conversation is to pitch right away.When someone replies to
LinkedIn Response Series - LinkedIn Connection Requests | Donald C. Kelly - 2021
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LinkedIn Response Series - LinkedIn Profile Views To Appointments | Donald C. Kelly - 2020
Getting a notification that someone viewed your LinkedIn profile can be exciting, but most sellers don't know what to do next. In this episode of the LinkedIn Response Series, I am sharing how to turn profile views into meaningful conversations that can lead to appointments and new business. Instead of ignoring those notifications or sending an immediate sales pitch, I'll show you a simple process
LinkedIn Response Series - Your LinkedIn Headline | Donald C. Kelly - 2019
Your LinkedIn headline is one of the first things prospects see, yet many salespeople waste it by listing their job title and company name. In this first episode of the LinkedIn Response Series, I explain why your headline should focus on the problem you solve instead of who you work for.A strong headline tells prospects immediately how you can help them, increases profile views, and encourages mo
How to Ensure That Admin Tasks Don't Overwhelm Your Day | Anthony Iannarino - 2018
Administrative tasks are part of every sales role, but they should never take priority over selling. I'm revisiting a conversation from the archive with Anthony Iannarino to share practical ways to keep admin work from taking over your day. While this conversation first aired in 2020, the principles are still relevant today, especially when AI can help streamline many everyday tasks.Busy Is Not th
Bad Mouthing Your Competitor | Donald C. Kelly - 2017
How do you handle competitor questions without sounding defensive, desperate, or unprofessional?In this solo episode, Donald C. Kelly shares three practical strategies for talking about competitors with confidence and credibility. Instead of attacking another company, he explains how to use customer stories, thoughtful questions, and your prospect's own insights to position your solution as the be
7 Steps to Making 7 Figures in Enterprise SaaS Sales | Brandon Fluharty - 2016
What separates sales professionals who earn six figures from those who consistently earn seven?In this episode, Donald sits down with Brandon Fluharty, enterprise SaaS sales leader, speaker, and author of The Seven-Figure Millennial. Brandon shares the mindset, systems, and practical strategies that helped him become a seven-figure earner without subscribing to hustle culture.Throughout the conver
How "The Practice" and Being Different Can Help Sellers Connect With More Prospects | Seth Godin - 2015
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Building Resilience In a Tough Sales World | Mark Divine - 2014
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What Got You to President's Club Will Not Keep You There | Meredith Elliott Powell - 2013
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Dream BIG: What Every Sellers Must Do To Shatter Their Dreams | Jason VanDevere - 2012
Don’t dream small as a seller. Always think bigger than what feels comfortable. My guest, Jason VanDevere, author of the bestselling book Dream Driven and founder of the Goal Crazy platform, shares an incredible story about his car dealership business and how a 90-day plan can completely shift results. He also breaks down five principles that challenge you to remove limitations and start moving to
The Return of Trade Show and Human-to-Human Interaction | Yiannis Gavrielides - 2011
We’re tapping into a Renaissance era in sales. AI is changing how sellers operate, but human connection is still what builds trust and closes deals. My guest, Yiannis Gavrielides, Co-founder and CEO of Covve, shares how trade shows remain one of the strongest ways to build real relationships in a digital-first world.Meet Yiannis GavrielidesYiannis Gavrielides is the co-founder and CEO of Covve, a
Customer Success Series: Turn Customers Into Evangelist | Donald C. Kelly - 2010
In the final part of this customer success and retention series, I share how businesses can move beyond simple transactions and turn satisfied customers into true brand evangelists. The focus is on creating experiences that people remember and naturally want to talk about.The Power of Memorable ExperiencesBrand evangelists are not created by accident. They are built through intentional experiences
Customer Success Series: The 5 Pillars of Customer Success | Donald C. Kelly - 2009
It costs 5x more to attract new customers than to retain existing ones, which is why client retention matters so much. For part two of this series, I am going over the five pillars of customer success.Pillar 1: Exceptional OnboardingStrong customer success starts the moment a client says yes. Onboarding should feel seamless, intentional, and personal, using things like welcome emails, videos, and
Customer Success Series: Leaky Bucket | Donald C. Kelly - 2008
Retention of a client will take you much further than constantly being on the hunt for a new one. I’m sharing a three-part series on client retention for sellers who struggle with keeping clients for the long term. This first part focuses on how to move away from the “leaky bucket” approach and start using strategies that actually help you retain and grow your customer base.Why Customers LeaveMany
Stop Quitting So Fast | Donald C. Kelly - 2007
So many sellers quit within their first few months in sales. Honestly, I think many of them give up too soon. Sales isn't easy, but success often comes down to staying committed when things aren't going your way. I'm sharing why determination matters, how to push through rejection, and why the sellers who keep going are often the ones who eventually succeed.Why Determination Matters in SalesEarly
Sales Is No Longer A Numbers Game | Tom Stearns & Peter Cleary - 2006
Sales has changed dramatically in the age of AI, but success still comes down to having the right strategy. That's why I sat down with Tom Stearns and Peter Cleary, co-authors of Graphic Sales: How to Build a Prospecting Playbook. They shared how sales teams can move beyond vanity metrics and build a data-driven prospecting process that helps reps focus on the right opportunities and generate bett
Helping Customers Understand The Business Problem You Solve | Jeff Koser - 2005
One of the biggest mistakes sellers make is focusing too quickly on their product instead of understanding the deeper problem their customer is trying to solve.That’s why I wanted to bring back this conversation with Jeff Koser, founder and CEO of Zebrafy. Even though this episode originally aired during the pandemic, the principles still apply today, especially when it comes to standing out in cr
Sales Isn't Fun Anymore | Donald C. Kelly - 2004
Lately, I’ve been hearing more sellers say the same thing: “I’m losing my joy in sales.”Honestly, I get it. Selling today feels different than it did a few years ago. Cold outreach is harder, inboxes are crowded, buyers are more cautious, and deals take longer to close.When the wins slow down, it can start feeling like you’re just grinding through the motions instead of enjoying the work. But I tr
Why So Many Talented Women Never Make It to Leadership | Erika Chestnut - 2003
Many women in sales struggle with feeling like they’re not fully qualified for leadership roles, even when they’re already doing the work. That self-doubt can make it harder to pursue promotions and career growth. To help break this down, I invited leadership coach and tech executive Erika Chestnut to share the challenges women face when advancing their careers and how sales leaders can better sup
How To Help Enterprise Sellers Speak The Language of their Clients | Kevin Cope - 2002
Nowadays, there’s no such thing as easy selling. You need to know more than just product features and benefits.You also need to understand how businesses make money and how different decisions impact success. The problem is that many salespeople still lack strong business acumen.That’s why I brought in Kevin Cope, CEO of Acumen Learning and author of Business Acumen for Sales Success. He shares ho
The Biggest Reason Why Your Sales Pipeline Is Not Converting As It Should | Gearoid Cox - 2001
AI can help you move faster, but it can also help you make mistakes faster. Too many sellers rely on automation while skipping the fundamentals that actually help deals close. One of the biggest problems? Poor qualification.I sat down with Gearoid Cox, CEO of SalesPipeline, to share advice on how sellers can build healthier pipelines, qualify deals more effectively, and stop wasting time on opport
What 2,000 Sales Conversations Taught Me | Donald C. Kelly - 2000
We finally made it to the 2,000 episodes! After podcasting for 13 long years on sales conversations, it taught me a few things about the industry. Sales has changed a lot since I started this podcast in 2013, and one thing became clear over the years: the people who adapt the fastest are the ones who continue to win.Why Speed Matters More Than EverToday’s buyers expect answers immediately. They do
The Biggest Reason Why Your Sales Pipeline Is Not Converting As It Should | Wesleyne Whittaker - 1999
Should your demo and discovery call happen in the same meeting? If you’re combining the two, it may be the reason your pipeline is not converting the way you want it to.Wesleyne Whittaker, sales professional and author of Sales Reset, joins me to challenge how most teams run demos and discovery and why it might be the reason deals are stalling. She also shares practical frameworks from her book Sa
Missed Quota Series: Prospecting With A Net Rather Than A Spear! | Donald C. Kelly - 1998
40% of a seller’s time is spent on prospecting. That’s a big investment, especially when a lot of it does not lead anywhere. So how do you make sure that time actually turns into real opportunities? Let’s break down how to prospect in a way that leads to conversations and closed deals.Leverage Intent and Relevant DataA big part of prospecting comes down to timing. You want to reach out when buyers
Missed Quota Series: They Were ONLY Selling 11 Hours Per Week! | Donald C. Kelly - 1997
Salesforce found that reps spend just 11 hours per week actually selling. That means nearly 70% of their time is spent on everything else. So where is it going? Let’s break down what sellers are really doing and why it’s keeping them from hitting quota.Identifying Time-Bleeding TasksLet me show you what’s really taking up their day. A lot of it comes down to necessary work that just takes way too
Missed Quota Series: The AI Gap is Real...You Debate "It's A Fad, While Your Competitor Is 6 Months Ahead of Your | Donald C. Kelly - 1996
Salesforce found that sellers who use AI are 3.7 times more likely to hit quota. So what are they doing differently? Let’s break down how AI is helping sellers work more effectively and why it’s becoming a core part of modern sales.Maximizing Efficiency in Prep and ProspectingAI is taking a lot of the busy work off a seller’s plate, especially when it comes to prep and prospecting.Instead of spend
Missed Quota Series: Your Deal Didn't Die, Tariffs Put It on Ice | Donald C. Kelly - 1995
You’re feeling the impact of the tariffs, aren’t you? They keep your deals from moving forward. Luckily, I came up with three ways to move those tariff blocks out of the way and make everything move in your favor.1. Show Them What It’s Costing to WaitWhen deals stall, it’s easy for companies to pause spending and focus on what feels urgent right now. But waiting comes with a cost.Instead of pushin
Missed Quota Series: You Won Your Champion and Still Lost the Deal Here's Why | Donald C. Kelly - 1994
Today, most deals involve 11 to 13 decision-makers. Nobody wants to be the one held responsible if things go wrong. So instead of one decision-maker, you’re dealing with a full committee. That’s one of the biggest reasons deals stall, and that’s what we’re getting into in this Missed Quota episode.Why Deals Stall Even When You Do Everything RightYou’ve done your research. You ran a solid discovery
Missed Quota Series: The Dark Funnel - The #1 Reason Sellers Missed Quota In Q1 | Donald C. Kelly - 1993
A lot of sellers are working hard but still falling short in Q1. The challenge isn’t always activity. It’s timing. This is part two of the missed quota series, and I’m sharing why buyers are already far into their journey before you ever connect with them and how you can show up sooner.Why Q1 Feels So Difficult for SellersMost sellers wonder why Q1 feels so tough, and a big part of it comes down t
Missed Quota Series: 10 Data Backed Reasons Why Seller Missed Q1 Targets | Donald C. Kelly - 1992
A slow Q1 isn’t random. There are patterns behind why many sellers miss their targets early in the year. I’m walking through ten of those challenges and how you can turn things around.1. Tariff Uncertainty Is Freezing DecisionsA lot of companies are hitting pause right now because of tariff uncertainty. When businesses don’t know what’s coming next, they delay decisions. In fact, 82% of U.S. firms
Three Ways To Increasing Velocity & Getting Cold Deals Unstuck | Karen Kelly - 1991
Getting deals unstuck can feel frustrating, especially when you reach the end of a quarter and nothing seems to be moving. Karen Kelly, one of the 100 most powerful women in sales 2025, breaks down how the way you show up in your sales process can be the difference between a deal that stalls and one that moves forward.Meet Karen KellyKaren Kelly is a sales trainer, coach, and speaker who has spent
From Two Sales Per Year to Over 100 Qualified Appointments Per Month | Eric Samson - 1990
Sometimes selling comes at the most unexpected moments in life. As an entrepreneur you’re selling your business to customers and you need to go from zero to hundreds fast. Eric Samson, CEO & founder of Group8A, is here to share how he went from hoping deals would come in to building a system that brings in sales opportunities every single month.Meet Eric SamsonWe’ve all experienced consultants
How My Coaching Client Got Referrals From A Rejection | Donald C. Kelly - 1989
It’s early in the morning, and you’re getting ready to look for prospects on LinkedIn. Every conversation is a precious gem, but how can you shine while reaching out? I have a LinkedIn strategy that helped my coaching client. I’m telling you it works because he got five referrals from using it.Breaking Through the Noise on LinkedInOne of the biggest challenges right now is standing out on LinkedIn
The Rule of Seven For LinkedIn Sales Navigator | Josh Shirley - 1988
I’m a big believer in LinkedIn Sales Navigator, and that’s why I’m revisiting episode 1827. Josh Shirley from Sandler joined me to share how to use the tool effectively and get real results.Josh Shirley’s BackgroundJosh Shirley is a sales professional with Sandler, a well-known sales training organization. He works with sales leaders who want a structured system that delivers predictable results.
Donald, What Is Your GTM Motion Right Now? | Donald C. Kelly - 1987
I don’t believe in sharing sales advice unless I’m actively doing it myself. Right now, I’m building a podcasting agency, Blue Mango Studios, and putting these strategies into practice every day. I’m sharing what’s working as I go, so you can apply it to your own process.Lead with a Point of ReferenceOne of the biggest mistakes sellers make is reaching out without context. Buyers don’t respond bec
How to Win Big Selling in a Niche Industry | Brian Uzcategui Brian - 1986
In a niche industry, you don’t win by doing what everyone else is doing. Like David facing Goliath, you have to stand out by bringing something different to the table. My guest, Brian Uzcategui, Vice President of Sales for The Kinetic Co., is here to share how he is winning in the tissue industry and the concepts you can apply to your own work.Selling in a Niche IndustrySelling in a niche industry
The Real Reason Your Close Rate Is So Low! | Donald C. Kelly - 1985
Many sellers ask the same question: how can I increase my close rate? Often the challenge is not the product or the prospect but hesitation at the moment when it is time to ask for the business. I’m sharing a few ideas that can help you confidently ask for the close and move deals forward faster.Stop Waiting Too LongOne common mistake is waiting too long to ask for the close. Sellers may say somet
How To Get More Replies From Your Cold Outreach | Donald C. Kelly - 1984
Most sellers think their outreach struggles come from poor timing or weak messaging. In reality, the bigger issue is that many outreach attempts focus on surface level problems instead of the real challenge prospects are facing. A few small changes can make your outreach far more relevant and much more likely to get a response.Stop Selling the Surface ProblemA common example is when sellers lead w
The Fortune Is in the Follow-Up | Donald C. Kelly - 1983
You probably thought following up on a deal would be easy, but many sellers struggle with it. I’m sharing a simple way to make the process easier and stop assuming that no response means something negative.The Data Behind Effective Follow-UpLet me share a few statistics that might change the way you think about follow-up.About 85 percent of sales require five or more follow-ups, yet 44 percent of
What To Do When Champion Will Not Include Other Key Decision Makers | Donald C. Kelly - 1982
During a deal, you might spend weeks speaking with one person only to realize the real decision makers were never involved. So how do you get your champion to bring the stakeholders into the conversation? I’m bringing back an old concept that can help prevent this situation from happening again.When Your Champion Won’t Bring Others Into the DealDuring a deal, you might spend weeks speaking with on
How to Hit Your Number Without End-of-Quarter Panic | Donald C. Kelly - 1981
At the end of every quarter, many sellers feel shaken when they look at their quotas. You’re putting in the work, yet the results still aren’t where they should be. I’m sharing a few ideas from The 12 Week Year that can help you rethink the calendar quarter and develop habits that take some of the stress out of selling.The 12 Week Year MindsetInstead of thinking about your annual quota, start trea
Your Quota Problem Is a Thinking Problem | Benoy Tamang - 1980
Negative thinking can hold you back from success. I sat down with Benoy Tamang, an entrepreneur who has started and exited seven companies, to talk about mindset. How a leader or even an individual sales rep thinks can make all the difference in results.The Underdog’s AdvocateBenoy is passionate about helping startups, shaped by his own experiences with adversity, including racism his father faced
How To Sell With Integrity In The World of AI | Mark Hunter - 1979
People crave genuine connection, and that can feel harder to create in today’s AI-driven world. But when you sell with integrity, buyers trust you more and move forward with confidence. Joining me in this episode is Mark Hunter, longtime friend, professional seller, and author, to talk about his new book Integrity First Selling and his passion for authentic, trust-based sales.Why Integrity Still M
How Can I Shorten My Sales Cycle And Close Deals Faster? | Donald C. Kelly - 1978
You’ve been working on closing a deal for the last six months, but you thought you would have closed it three months ago. Why didn’t you reach your deadline sooner? I’m going to tell you why in this episode and show you how you can shorten your sales cycles.Why Are Your Sales Cycles Longer?I’ve found there are several reasons sellers experience longer sales cycles:Fear of making mistakesJob securi
I'm Running Out of Time & My Pipeline Is Weak | Donald C. Kelly - 1977
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How to Get Quality Referrals To Skyrocket Your Sales | Donald C. Kelly - 1976
I know referrals work. You just have to get them from the right people. In this episode, I am sharing three ways to get high quality referrals that will help you build your sales pipeline.Ask Your Happy CustomersThe most common way to generate referrals is by reaching out to customers who are thrilled with your service and asking for an introduction to their network. Here is the surprising part. W
Are Sales Frameworks Ruining Real Conversations? | Donald C. Kelly - 1975
Recently, a seller sent me a voice note asking why his framework is failing him every single time. I am sure other sellers are facing this same issue, and in this episode, I am going to share how to fix it. Sales is not a black and white solution. It is filled with ambiguity. My advice will help you navigate those gray areas with more confidence.Beyond the FrameworkI start by challenging the idea
Your Sales Team Sucks At Using AI, Here's How To Fix It | Eve Kedar - 1974
There is a specific way to use AI technology to get the results you want. To show us how to do this, Dr. Eve Kedar, a community builder, enablement strategist, and educator, joins me for this episode. Drawing on her experience supporting over 18,000 AI enthusiasts, Eve shares strategies to help sales teams use AI without amplifying the overwhelm that can come with new technology.Meet Eve KedarEve
Prospects Are Liars! | Donald C. Kelly - 1973
Do buyers lie? The short answer is yes and I’m going to tell you why in this episode. I’m also going to tell you how to get the truth of their issues out and close the deal. Why Do Buyers Lie?Buyers don’t always lie intentionally. However, there’re three main reasons why they do:They feel uncomfortable saying “no.”They’re not interested but don’t want to hurt your feelings.They want to “think
Is AI Killing The SDR Role? | Kristie Jones, Dr. BJ Allen & Donald C. Kelly - 1972
SDRs and BDRs are having to become more strategic and more technical to close deals. You would think that in a world of AI, their jobs would become easier or even be replaced. But buyers are more informed, and they know when a seller is not putting much effort into personalization. Joining me in this episode are two sales professors, BJ Allen and Kristie Jones, to discuss how we can better prepare
InMail: The Easiest LinkedIn Sales Navigator Strategy You’re Doing Wrong (And How to Fix It) | Donald C. Kelly - 1971
Yes there’s a ton of things you can do on LinkedIn Sales Navigator. However, if you’re still struggling to use it and find prospects, you need to focus on one tool at a time. In this episode, I’m going over how to use InMail the right way to get prospects. I’m telling you, it’s one of the easiest ways to book appointments, and I have data to prove it.How to Make Responsive InMail CampaignsI did a
Three Type of Content Seller Must Post On LinkedIn | Donald C. Kelly - 1970
What should you be posting on LinkedIn, and what should you avoid? In this episode, I share three LinkedIn posts sellers can use right away. Posting the right content on LinkedIn can help you book more appointments and grow your pipeline.Why You Should Be Posting on LinkedInIf you are not posting on LinkedIn, you are missing a real opportunity to stand out. Only a small percentage of users create
10 Rookies Mistake You Must Avoid In 2026 | Donald C. Kelly - 1969
We’re a month into 2026, so there’s no time for rookie mistakes. In this episode, I’m breaking down 10 common mistakes sellers make and how to avoid them. Catching these early can help you set yourself up for success for the rest of the year.1. Not Having Enough Deals in the PipelineOne of the biggest mistakes I see is not having enough opportunities in the pipeline. I recommend carrying three to
LinkedIn: Once You've Connected With a Prospect, Here's What You Should Do Next | Ahmad Munawar - 1968
Sales enablement is meant to make selling easier, yet many teams struggle to see real results from it. In this rerun episode, Ahmad Munawar breaks down why most sales enablement efforts fall short and what leaders must do to turn enablement into a true revenue driver. We explore alignment, execution, and how enablement should support sellers in real conversations, not just live in documents and da
Here is how I closed a 6-figure deal with humor | Kevin Hubschmann - 1967
Sometimes all you need is the right personality to close a deal. When you hold back, play it safe, or fail to fully show up, prospects notice and engagement suffers. In this episode, my guest Kevin Hubschmann shares why suppressing your personality can cost you in the long run and how using comedian techniques can help you close a six-figure deal.Blending Humor and Professionalism in Sales· &
8 Sales Predictions for 2026 | Donald C. Kelly - 1966
Most deals do not fall apart because prospects say no. They stall because momentum quietly disappears. In this episode, Donald C. Kelly breaks down why sales conversations often lose traction after a strong first call and what sellers must do to keep prospects engaged, aligned, and moving forward. We explore how clarity, commitment, and intentional follow-up prevent ghosting and stalled pipelines.
3 Ways to Train and Ramp Your Team in Half the Time | Jennifer Smith - 1965
You can always expect challenges to arise when training a sales team, and when they do, things can go south quickly. Some reps simply don’t ramp as fast as others.How can you ramp your team in half the time? Let’s revisit episode 1610 with Jennifer Smith, co-founder and CEO of Scribe, to find out.Scale YourselfScaling yourself is about identifying the core things you are good at and spending as mu
Sell Without Selling Out | Andy Paul - 1964
Relying on outdated selling methods will have buyers viewing you like a sleazy car salesperson. Today, how you sell matters more than ever. I’m revisiting episode 1533 with Andy Paul to remind you why having a human approach to selling matters. He shares how you can sell effectively without selling out.Great Selling Isn’t One-Size-Fits-AllThe push toward sales conformity is really for management,
7 Steps to Making 7 Figures in Enterprise SaaS Sales | Brandon Fluharty - 1963
Is it still possible to reach seven figures in SaaS sales? You got into sales to build a comfortable life and enjoy a little extra. But after how last year turned out, that goal may feel far-fetched.To help you reset and refocus, I’m revisiting episode 1528 with Brandon Fluharty, sales coach and founder of Be Focused. Brandon breaks down his seven steps to start making seven figures in SaaS sales,
How to Unlock Your Earning Potential This Year | Ashley Winston - 1962
Most sales outreach blends into the noise not because sellers lack effort, but because they approach prospects the same way everyone else does. In this episode, Ashley Winston breaks down why traditional outreach tactics fall flat and how sales professionals can stand out by leading with relevance, clarity, and genuine curiosity. We explore how to create conversations that feel natural, human, and
How Properly Conduct a Discovery Call & Not Scare Away Your Prospect | Jeremy Miner - 1961
Traditional selling pushes prospects away. In this episode, Jeremy Miner breaks down why old-school persuasion no longer works and how modern buyers respond to questions that help them uncover their own problems and motivations. We explore how to reduce resistance, increase trust, and guide prospects to decisions without pressure by using a question-based, psychology-driven approach.Why Prospects
You’re Closing Too Late, Here’s How to Fix It! | Benjamin Dennehy - 1960
You have a discovery call with a prospect, and they seem interested in your product—until it's time to follow up. After three attempts, you finally get the message: you waited too long to close the deal.What can you do differently to prevent this from happening again? Listen to my chat with Benjamin Dennehy, who explains why sellers often get stuck in a "matrix" and how it prevents them from closi
Three Reasons Most Enterprise Deals Stall | Donald C. Kelly - 1959
In this episode of the Sales Evangelist podcast, Donald C. Kelly reveals the top three reasons why enterprise deals stall, offering listeners practical solutions to overcome these hurdles. Whether you're new to enterprise sales or struggling to close deals, this episode is packed with actionable insights that can elevate your sales game.Misalignment Within the Buying Committee● Understand that dec
Three Simple Questions To Stop Deals From Slipping | Bob Kocis - 1958
Deals keep slipping through the pipeline? As Q4 pressure builds, many sales teams find themselves pushing deals forward without fully understanding what is stalling them.Bob Kocis, author of The President’s Club Mindset, joins the episode to share why deals stall and what top performers do differently. Drawing from decades of experience in sales technology and executive leadership, Bob shares
The Real Reason Your Getting Ghosted After You Send a Proposal | Donald Kelly - 1957
Here are five tips to help prevent prospects from ghosting after you send a proposal.The Real Reasons Prospects Disappear· Here are two root causes of why ghosting usually happens:o The prospect isn’t truly committed to solving their problem.o The pricing isn’t aligned with their expectations.· Try to differentiate between prospects who are simply gathering information and those who are genuin
Stop Avoiding Price Conversations: Say This Instead | Donald Kelly - 1956
Talking about price doesn’t have to feel awkward or cost you deals. In this episode, I break down how to bring up pricing early and confidently without sounding pushy or salesy. Building on insights from a previous episode on ghosting, I explain why delaying the price conversation creates friction, buyer anxiety, and stalled deals, and how transparency actually builds trust.Why Salespeople Avoid T
Why Prospects Ghost After Your Quote (And How to Stop It with Price Commitments | Donald Kelly - 1955
We all know the feeling. You think an inbound deal is good to go, and out of nowhere a competitor pops up and takes it. In this episode, I walk you through why this happens more often than you think and what you can do to stay ahead when prospects quietly start shopping around.Facing the Reality of Multiple Vendors (00:02:29 – 00:05:26)● Most buyers are not talking to only o
B2B Sales Secrets Stolen From B2C Strategies | Kam Dasani - 1954
It can pay off to borrow sales strategies from outside your usual lane. My guest, Kam Dasani, entrepreneur and investor, brings B2C secrets into the B2B sales world and uses what he has stolen from consumer marketing to make smarter moves. In this episode, he breaks down the tactics that helped him grow faster and shows how you can use them to triple your pipeline.Meet Kam DasaniKam Dasani is a fo
44 Million Cold Outreaches Revealed These 3 Secrets | Fernando Pires - 1953
In this episode, we delve into the world of cold outreach with Fernando Pires from Snov.io. Discover groundbreaking insights derived from their analysis of 44 million cold outreach campaigns and learn how to enhance your LinkedIn and email strategies to maximize responses and build connections. Tune in to uncover the secrets that could significantly boost your outreach success.LinkedIn Outreach Ta
Why Your Sales Approach is Failing: The Rise of Committee-Based Buying | Catherine Olivier - 1952
It’s time to face the truth! Single point sales don’t work anymore. In this episode, Catherine Oliver, the ambassador at SDR of EMEA, breaks down why the single point sale approach is falling apart in today’s B2B world and what you should be doing instead.Why the Single Point Sale Is Dead (00:02:01 – 00:04:57)Catherine Oliver breaks down why modern deals are decided by committees, not solo buyers,
How to use agentic AI to help modern selling? | Caroline Onyedinma - 1951
Can agentic AI truly streamline pre-qualification in the sales process? To explore this question, I invited Caroline Onyedinma, an AI sales innovator who bridges the worlds of AI, marketing, and technical strategy. With her deep expertise, Caroline explains how agentic AI can be integrated into key stages of the sales cycle to help sellers stay focused on high-impact activities instead of getting
