The Sales Evangelist
Donald C. Kelly·1000 episodes
I believe in doing BIG THINGS! You should be earning 6 figures easily as a sales rep. But chances are you are not...yet! Sales is the most important department in every company but many sellers are never taught how to effectively sell, much less how to earn their way to high-income status. My own career limped along until a company I worked for invested in sales training to help me succeed. Immediately afterward, I closed a deal worth 4X what the company spent on me and saw hockey-stick improvement in my performance. So I started a podcast to “Evangelize” what was...
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The Sales Evangelist is a practical sales coaching show hosted by Donald C. Kelly, built for reps and sales leaders who want sharper prospecting, better pipeline discipline, and more confident buyer conversations. Episodes mix solo teaching, interviews, case studies, and short tactical series, so listeners get both field-tested advice and outside expert perspective. It is a strong fit for B2B sellers who want direct, usable ideas without a lot of theory.
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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 in my college years, I found myself stranded in California with a friend during a business trip. We had no transportation, limited options, and needed to get back to our hotel. Instead of giving up, we stayed focused on finding a solution. Because we were determined to make it back, we noticed opportunities that we might have otherwise overlooked.That experience reinforced a lesson I've carried with me ever since: when your reason for succeeding is strong enough, you'll find a way through obstacles that might stop other people.Stop Letting Fear Hold You BackOne challenge many sales professionals face is the fear of rejection. Too often, sellers hesitate to follow up because they worry about being annoying or reaching out too many times. But if you genuinely believe your solution can help someone solve an important problem, then it's your responsibility to start the conversation.Most buyers won't remember how many times you called or emailed. They'll remember the value you helped them create.Use AI to Prospect SmarterPersistence is important, but that doesn't mean wasting time on the wrong opportunities.Today's sellers have access to AI tools that can help identify companies experiencing specific challenges and uncover prospects who are more likely to engage. Instead of blasting generic messages to thousands of people, you can narrow your focus and spend time with the accounts that matter most.The goal is simple: become more relevant and intentional with your outreach.Take a Multi-Channel ApproachProspecting works best when you meet buyers where they are. That's why I encourage sellers to combine phone calls, emails, and LinkedIn outreach. Some prospects may respond to email, while others prefer social engagement or a direct conversation. Using multiple channels increases your chances of reaching the right decision-maker at the right time.Get Back to the FundamentalsAt the end of the day, sales success still comes down to the basics.Believe in your solution. Build a targeted list. Stay focused on the people you can help. Most importantly, remain relentless when obstacles appear.The sellers who succeed are often the ones who keep moving forward long after everyone else has decided to quit.“If you have a reason strong
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 support them.Meet Erika ChestnutErika Chestnut is a transformational leader with more than 25 years of experience in the tech industry. She is passionate about helping individuals and teams rethink leadership, communication, and workplace culture to create stronger performance and long-term success. Through coaching, leadership development, and strategic guidance, Erika equips professionals with practical tools to build confidence, strengthen relationships, and lead more effectively.The Confidence Gap Holding Women BackErika shares how often women underestimate their readiness for leadership opportunities. She explains that many women feel like they need to accomplish every requirement before applying for a promotion, while others are comfortable taking the leap much earlier.Erika also shares an exercise she uses with clients where they compare their current responsibilities to the role above them. In most cases, women are already doing 50% to 75% of the next position without realizing it.Many women feel pressure to constantly prove themselves through performance while still struggling to advocate for their own advancement. Erika explains how this mindset can keep high performers stuck, even when they are already operating at the next level in their careers.Why Leaders Need to Better Understand Communication StylesCommunication styles also play a major role in career growth. Erika explains how many leaders unintentionally overlook talented women because they communicate differently from more outspoken employees.She also shares how some employees naturally focus on details while leaders are often focused on outcomes. When communication styles do not align, high performers can easily be misunderstood or overlooked.Treat Your Career Like A BusinessErika shares advice on how women can become more intentional about career growth by treating their career like a business. Set goals, build relationships with mentors and stakeholders, and develop a strategy for long-term advancement instead of waiting to be noticed.“Success doesn’t come by copying somebody else. Success comes when you know who you are.” — Erika ChestnutResourcesConnect with Erika Chestnut on LinkedIn</a
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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 are already looking for a solution.That is where intent data comes in. Tools like ZoomInfo and 6sense can help you identify prospects who are actively researching solutions like endpoint protection.When you do reach out, make it relevant. Speak directly to their industry and back it up with a recent success story from a similar company. That is what helps build credibility early.Utilize Advanced LinkedIn SearchingInstead of reaching out to everyone, focus on a smaller group of people who are more likely to respond.You can build a list of 30 to 40 individuals by narrowing your search. Look for people who are new in their roles or who have been active on LinkedIn in the past 30 days.You can also look at who they are connected to, especially if they follow industry influencers or are part of specific associations. That gives you a stronger starting point for outreach.Systematize ReferralsReferrals are one of the most overlooked opportunities in sales.Most prospects are open to giving referrals, but very few salespeople actually ask for them. That is a missed opportunity.Start making it part of your process. When you are working with a client, ask if they know others who are dealing with similar challenges. A simple ask can open the door to warmer conversations.Target Niche Local EventsNot every opportunity comes from online outreach. Smaller, more focused events can be a great way to connect with people directly. Think industry meetups or informal gatherings where conversations happen more naturally.These settings make it easier to build relationships and lead to introductions that feel more genuine.The Fortune Is in the Follow-UpEven when you get in front of the right people, it does not mean much if you do not follow up.A large percentage of event attendees have the authority to make buying decisions, yet most leads never receive any follow-up at all.That is where the real opportunity is. Following up within 12 to 24 hours and staying consistent with your outreach can be the difference between being remembered and being forgotten.“Nine out of ten prospects are willing to give a referral, but only about 11% of salespeople actually ask.” - Donald C. KellyResourcesDo you need help on
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 long. Think about the time spent digging for information before a call. That can easily turn into 45 minutes of manual research for one prospect.Then there’s building proposals and assessments. Reps are sitting there formatting documents, choosing layouts, and putting together decks when that time could be spent in front of a customer.On top of that, you’ve got CRM updates, data entry, and internal meetings that keep pulling reps away from actual selling. It all adds up fast, and before you know it, the day is gone without much time spent with buyers.Leveraging AI and Process OptimizationSo how do you fix it? It starts with getting rid of the work that does not need to be done manually.AI is making that a lot easier. Instead of spending close to an hour researching a prospect, reps can pull together key insights in just minutes. CRM updates can be automated. Meeting notes can be summarized without lifting a finger.And when it comes to proposals and documents, this is where better systems come in. Instead of starting from scratch every time, teams can use templates or even hand off parts of the process so reps can stay focused on selling.The goal here is simple. Take as much off the rep’s plate as possible so they can spend more time doing the one thing that actually drives results.Actionable Steps for Leaders and RepsIf you want to fix this, both leaders and reps have to take a hard look at how time is being used.Start by tracking it. Spend a week writing down exactly where your time goes. Prospecting, emails, research, meetings. When you see it on paper, it becomes a lot clearer where the gaps are.From there, leaders need to step in and protect selling time. That means cutting back on unnecessary meetings and making sure reps have systems that actually support them.And finally, simplify the tools. When everything is scattered across different platforms, it slows everyone down. Bringing those tools into one place makes it easier to work faster and stay organized.At the end of the day, this is about making sure your reps are spending more time in front of customers and less time stuck in the background work.“Time is ticking and time is money.” - Donald C. Kelly ResourcesKeep track of your sales activity and boost your results with the <a href="https://prospectpro.io/" rel="noopene
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 spending 45 minutes digging into a single prospect, sellers can now pull together key insights in just minutes using tools like ChatGPT or Claude. That kind of time savings adds up fast.And it changes how sellers spend their day. When you’re saving 30 minutes or more per prospect, that time can go back into higher-value activities like engaging on LinkedIn or actually reaching out to prospects.AI is also making personalization easier to scale. Sellers can quickly find relevant details about a prospect and use that information to craft more thoughtful, tailored outreach without starting from scratch every time.AI as a Sales CoachAI is not just helping with research. It’s starting to act like a built-in sales coach throughout the deal cycle.Sellers can use it to think through different scenarios before a call ever happens. By plugging in meeting notes or past conversations, AI can highlight potential risks and help them prepare more effectively for discovery.It’s also useful when it comes to handling objections. Instead of guessing how to respond, sellers can use AI to brainstorm different approaches, especially when they’re up against a specific competitor.And before a deal moves forward, AI can help pressure test it. Sellers can ask it to find gaps, weak points, or anything they may have missed so they can tighten their approach before presenting a solution."You're shrinking the busy work so you can focus more on selling." - Donald C. KellyResourcesKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help in creating podcast production content. Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at <a href="htt
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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 to this. By the time you’re getting in front of a buyer, they’re already about 67% through their decision-making process. They’ve done their research, explored options, and in many cases already have a shortlist before you even show up.The Buyer’s Shift: The Dark FunnelThis is what I call the dark funnel. It’s everything happening behind the scenes before a buyer ever talks to you. And here’s the reality. A lot of buyers prefer it that way. Gartner found that 61% of B2B buyers want a seller-free experience early on, and 43% of executives are discovering solutions through social media. If you’re not visible during that stage, you’re already behind.Content Is How You Show Up EarlySo how do you get ahead of that? You’ve got to start thinking like a content house. If you’re not consistently showing up with insights, you’re invisible while buyers are forming their opinions. This isn’t about posting just to stay active. It’s about sharing content that actually helps your ideal customer think through their challenges.What to Share to Stay RelevantIf you’re in something like cybersecurity, think about the kind of content your buyers care about. Break down major breaches and what companies can learn from them. Explain new compliance changes in a way that’s easy to understand. Share real-world insights based on what you’re seeing in the field. This is the kind of content that builds trust before a conversation ever happens.Consistency Over ViralityYou don’t need to go viral to win. You need to be consistent. Aim for about three quality posts a week that speak directly to your ideal customer profile. Over time, that consistency is what keeps you top of mind.Make Your LinkedIn Profile Work for YouAnd while you’re doing all of this, don’t overlook your LinkedIn profile. That’s often the first place buyers go when they come across your name. Make sure your headline clearly shows how you help clients. Use keywords they’re searching for, and back it up with real credibility in your experience section."Sales professionals who master social selling, create 45% more opportunities and are 51% more likely to hit their quota." — Donald KellyResourcesKeep track of your sales activity a
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 reported declining sales after tariffs took effect, which is leading to a lot more hesitation.2. Buyers Are Cutting CostsProspects are being more cautious than ever. Budgets are tighter, spending is under more scrutiny, and even existing contracts are getting reduced. Around 78% of business buyers say they’re being more careful with spending, and it’s starting to show in lower win rates.3. The Global Economy Is Slowing Things DownThere’s a broader slowdown happening, and it’s affecting how businesses spend. B2B spending is contracting, and global GDP growth is cooling, which is stretching out buying cycles across the board.4. Sales Reps Aren’t Spending Enough Time SellingA big chunk of a rep’s day is going toward admin work, internal tasks, and switching between tools. On average, reps are only spending about 28% of their time actually selling, which makes hitting targets a lot tougher.5. Buyers Are Doing Their Homework Without YouBy the time a sales rep gets involved, buyers have often already done most of their research. Around 67% of the buyer’s journey is completed independently, meaning prospects are forming opinions long before sales has a chance to step in.6. Deals Are Getting Stuck in CommitteesMore deals now involve multiple stakeholders, sometimes seven or more people. That naturally slows things down and makes it harder to build alignment and move decisions forward.7. Prospecting Is Taking Too LongReps are spending a huge portion of their time just trying to find the right people to talk to. Roughly 40% of their time goes into prospecting, and even after events or outreach, follow-up rates can still fall short.8. Quotas Don’t Match Today’s RealityMany quotas were set based on a completely different market environment. Right now, average attainment is sitting around 43%, which shows just how far expectations are from reality and why burnout is becoming more common.9. The AI Gap Is Turning Into a Performance GapTeams that are using AI are moving faster and seeing better results. About 89% of revenue organizations are now using AI, and those teams are consistently hitting quota at higher rates than thos
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 over 20 years helping sales professionals improve how they show up and sell. Having experienced the challenges of sales firsthand, she understands what it feels like to navigate uncertainty, missed opportunities, and stalled deals.Her approach is centered on rehumanizing the sales process. Instead of relying on scripts and surface level tactics, she teaches how to build genuine conversations that create trust and move deals forward.Through her training, coaching, and workshops, Karen helps sales professionals shift their mindset, take intentional action, and build stronger, more meaningful relationships with their clients.Reframe Your MindsetThe first step is to reframe. Before you even send an email or get on a call, ask yourself how you are showing up. Are you focused on helping or just trying to closeKaren shared that language shapes reality. When you shift from “I have to” to “I get to,” everything changes. Your energy shifts, your confidence improves, and your conversations become more customer focused. Buyers can feel the difference.Reveal the Human SideInstead of hiding behind a perfect, polished version of yourself, bring authenticity into the conversation. Share experiences, lessons, and even past mistakes that shaped how you work today.When you open up, your prospects feel safe to do the same. That is when real conversations happen.Revisit the FundamentalsGo back to the basics of selling. Does your prospect actually recognize the problem? Do you have alignment and buy in? Are you following up consistently?Karen reminded us that many deals stall because we skip these simple steps. They may not be exciting, but they are what move deals forward.“Reveal is a big one. A lot of people are still giving the illusion of perfection, but it doesn’t exist.” - Karen KellyResourcesConnect with Karen Kelly on LinkedIn or visit her website to learn how she helps sales professionals drive real results.Keep track of your sales activity and boost your results with the <a href="https://prospectpro.io/" rel="noopener noreferrer" target="_bl
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 who promise big results but fall short. For small businesses, that can be costly.Eric Samson knows this firsthand. Before founding Group 8A, he ran several e-commerce businesses and saw how ineffective marketing agencies could hurt growth.That experience pushed him to build something different. He created Group 8A with a performance driven approach where the agency only grows when its clients do.Today, Group 8A is a leading digital marketing agency in New York City, helping e-commerce brands scale and increase conversions.From Hope to PredictabilityWhat would it look like if your sales pipeline didn’t rely on luck?That was the reality Eric faced. His business was built on strong operations and great service, but sales were inconsistent. Referrals came in occasionally, but there was no real system behind it. At one point, two deals a year felt like a win.Eric realized something had to change. Wishing for growth was not a strategy.Setting the Right TargetThe first shift came from setting a clear goal. Eric introduced what he calls a big, hairy, audacious goal. Instead of hoping for a few deals a year, the team aimed for two deals per month.It did not matter that the number seemed small to others. What mattered was that it pushed them beyond their current reality.Sometimes growth starts by simply choosing a target that feels just out of reach.Solving the Right Problem FirstOne of the biggest mistakes Eric made was focusing on the wrong part of the sales process. He hired experts to help close deals before he even had consistent leads coming in.That changed when he broke the process down step by step. If there are no leads, nothing else matters.Once the team focused on generating conversations first, everything else started to fall into place.Building a Scalable SystemEric and his team invested in outreach and found someone who knew how to generate appointments. From there, they optimized the process by separating high level work from simple tasks.The result. Over 100 sales appointments per month!“When you get outreach right, everything changes. When you get it wrong, you get nothing.” - Eric SamsonResourcesConnect with <a href="https://www.linkedin.com/in/ericsamson/" rel="no
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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. While 90 percent of customers say they are willing to refer others, only 11 percent of salespeople actually ask. If you are not asking, you are leaving opportunities on the table.Request Referrals from Non BuyersDo not overlook the conversations that do not end in a sale. Even when someone tells you no, that does not mean the relationship is over. It is still perfectly reasonable to ask if they know someone who is dealing with the challenges your product solves. When you position it around helping others, the request feels natural and value focused.Leverage LinkedIn ConnectionsYou can also take a more proactive approach by using tools like LinkedIn Sales Navigator. Look at your customers’ first degree connections and identify people who match your ideal client profile. Then ask for a specific introduction. This method takes more effort, but when you are intentional about who you want to meet, the results can be powerful."Your goal is to get them to be able to be your evangelists." — Donald KellyResourcesKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.Visit Blue Mango Studios for help in creating podcast production content. Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at <a href="https://business.linkedin.com/sales-solutions/cx/20/09/sales-navigator-podcast?src=re-pod&trk=tse&veh=tse&mcid=68
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 about it,” often as a way to avoid further discussion.Key Strategies for SellersIf you find them lying to you, try these strategies to get the truth out of them: Seek honest answers by asking tougher, more direct questions.Never assume a prospect’s motives, instead get to the real issue.Practice probing with family or friends to build confidence.Avoid desperation and maintain control throughout the process.Don’t wait. Address hesitations immediately rather than letting deals linger.“Why in the world do we hoard horrible deals? Is because internally we believe that there's still hope. But I'm telling you not to do that. Cut them and go to the next one. Don't be afraid of losing something.” - Donald KellyResourcesKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.Visit Blue Mango Studios for help in creating podcast production content. Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the <a href="https
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