Tag Archives for " Coaching "

Dr. Stanley Roberts, The Sales Evangelist, Success

TSE 1156 : Why The Winners-Never-Quit Fallacy Is Preventing Your Success

Dr. Stanley Roberts, The Sales Evangelist, Success Some people believe that quitting is bad, but Dr. Stanley Robertson believes that the winners-never-quit fallacy is preventing your success.

Dr. Stan — CFO for a non-profit in Chicago — takes issue with the idea that quitting is always bad and he wants to share ideas about how to become a successful quitter.


Quitting is simply giving up on something. You can quit going to the gym or quit a bad relationship or quit eating certain foods. You can quit just about anything.

It’s easy to see from these examples that quitting isn’t always bad, but he takes it a step further. He believes that the winners-never-quit fallacy prevents people, and sellers, from finding success. 

Sometimes we have to quit things, and sometimes it’s even desirable to quit things. In fact, we should be quitting things all the time. 

Dr. Stan got the idea from his son, who is a Marine Corps officer. As he approached the end of his tour of duty, he called his dad one day to say he was considering quitting. He wasn’t sure he wanted to continue being a Marine Corps officer. 

Dr. Stan’s advice at the time was to keep going. He pointed to the benefits, the prestige, and the opportunities it would provide. His son, who was 23 at the time, would be able to retire at 43. These were the things he thought were good. Eventually, he rethought his response, and he told his son that he should quit if that’s what he really wanted. 

Quit shaming

Based upon that experience, he came up with the concept of “quit shaming,” or embarrassing people because they quit things. We tend to look down on people who divorce from a bad marriage, or who quit a job that isn’t working out, or who quit an investment. We sometimes even hide the fact that we quit because we fear the pushback. 

When Dr. Stan was young, a guy offered to sell him a VHS — which was new technology at the time — for $200, where it typically sold for $600. Stan bought the VHS only to find that the box was full of bricks rather than a VHS. He was devastated to lose all his money. 

In order to replace the income, Stan stole things. He eventually went into the Marine Corps himself, where his petit theft ended in a court-martial, with Stan losing his stripes. He knew he had to quit making those same choices. In the end, he gave up stealing and earned his law degree. 

Every human being goes through a growth process that demands that they give up things along the way. In fact, seasons of life sometimes lead us to quit things. Take, for example, Arnold Swarzenegger, who gave up body-building for acting, and then gave up acting for politics. 

Our life cycle often causes us to give up things, but some people can’t disengage from the things they are doing because they are emotionally tied to them. 

Course correction

The point isn’t to quit altogether because something isn’t working out. Instead, make a course correction. Do the next right thing. 

In order to be successful in life, you have to create new things and new goals to replace the things you gave up. 

The biggest challenge for people who need to disengage from things is emotional trauma. If you’re going to quit, acknowledge the negative emotions. Recognize that some people will try to embarrass you, so you must develop a plan forward. The negativity will be less impactful if you have a new plan in place. 

We have a problem disengaging from things. Researchers conducted a study called the Jigsaw Puzzle Study in which they studied two groups who were tasked with completing a jigsaw puzzle. One group completed the puzzle, while the group was intentionally interrupted. Researchers discovered that the group who completed the puzzle was happy, while the other group spent twice as much time thinking about the puzzle. 

The human brain is hard-wired for completion. When we give up something, our brains are hard-wired to complete that circle. 

Times you shouldn’t quit

  1. Don’t quit because things are hard. If you struggle to sell your product, don’t quit. Continue working, and push through those struggles to become a better seller. 
  2. Don’t quit because you haven’t succeeded yet. The get-rich-quick concept isn’t realistic, and your success could happen next month. 
  3. Don’t quit because you covet your neighbor’s success. Never compare yourself to someone else’s performance. It’s ok to gain inspiration from your neighbor, but don’t quit because of it. 

How to quit

Interestingly, most people don’t struggle to continue on a given path because that concept has been drilled into our psyche. Ninety-nine out of 100 people will advise you to keep going. Dr. Stan’s work focuses on those people who want or need to give up something but they struggle to disengage. He teaches them how to make that break. 

One of his clients struggled with her weight and her husband belittled her for it. She didn’t want to give up the relationship, partly because they had a business together. She feared that people would question her decision to quit, but eventually, she got a divorce. Once she gave up the business and the marriage, she lost all the weight and her confidence soared. 

Abandon a deal

For sellers, this could appear as a deal that you’ve invested so much time in that you’re hesitant to walk away. Even when your gut tells you that it will never close, you continue investing your time and resources into it because you’re emotionally tied to it. 

The sunk-cost fallacy refers to the tendency to make decisions based upon what happened in the past rather than making decisions based upon the outcoming you’re hoping for. The fact that a deal didn’t work out in the past has no bearing on what might happen in the future. We often make decisions because we’ve spent so much money on something. 

Ringling Brothers had been in business for 146 years making all kinds of money, but last year they went out of business. They had been sued by animal rights activists and the company wouldn’t give up the use of animals. The company was emotionally invested in the use of animals, despite the fact that other groups like Cirque Du Soleil hold wildly successful circuses with no animals. 

Blockbuster should have quit using VHS and moved to DVD or streaming. The company should have engaged in new technology, but they had invested so much in their inventory that they couldn’t disengage. 

You should not be prevented from giving up things for fear of other people’s opinions. Don’t let anyone else stop you from changing course. Always make the decision for yourself. Do not fail to disengage because of what others might say about you. 

“Winners never quit fallacy” episode resources

Check out Dr. Stan’s book, Quit: The Last Principle of Success at www.thequitdoctor.com

Connect with me at donald@thesalesevangelist.com.

If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register! 

You can also connect with me at donald@thesalesevangelist.com or try our first module of  TSE Certified Sales Training Program for free. This episode has been made possible with the help of  TSE Certified Sales Training Program, a training course designed to help sellers in improving their performance. We want you guys to go out each and every single day to find more ideal customers and do big things.

I hope you like and learned many things from this episode. If you did, please review us and give us a five-star rating on Apple podcast or in any platform you’re using – Google Podcast, Stitcher, and Spotify.  You can also share this with your friends and colleagues. 

Audio provided by Free SFX and Bensound.




Donald Kelly, Sell Me A Pen

TSE 1112: Sell Me This Pen!

Donald Kelly, Sell Me A Pen
You’ve likely heard the scenario before where an interviewer asks a seller to “Sell me this pen,” but how much value does this approach offer??
This scenario will likely throw your prospective sellers into a nervous panic because you’re asking them to sell something they know nothing about. So how much will it really tell you about your seller?

Features and benefits

Sellers who don’t know much about the product they are selling or the audience they are selling to usually revert to features and benefits. They sell the aspects of the product that they can see.
“It’s comfortable.” “It has a good grip.” “It has a clicky thing and even a laser pointer. That’s great for folks who do presentations.”
“It writes smoothly and it isn’t too expensive. In fact, it’s cheaper than many of the pens on the market. And if you buy it today, I can throw in a notepad and a pocket protector.”
Why would people even do this test in the first place?

Quick thinking

People often conduct this test to see how well you think on your feet and how you perform under pressure. And though I can understand those motivations, this test won’t truly work unless you’re selling something that might be a consumer sale.
Typically, sellers aren’t selling simple products like pens. Rather they are selling something like a software solution that is much more expensive and has a much longer sales cycle. In those cases, it won’t matter as much how good you are with your words. You won’t be able to persuade someone within one minute to buy your expensive product.
If you’re selling inexpensive trinkets on the side of the road, it might just work. But if you’re selling something with a significant price value, it won’t.


This idea to “Sell me this pen,” might have provided a good judge of a seller’s abilities in the 80s and 90s, but today’s buyers rely on reviews.
So as a sales leader, what if you stopped using this unrealistic test and offered a better one? What if you gave your sellers a scenario and ask them to prepare for it?
Test your sellers to see whether they can find true problems or interesting facts, figures, or statistics that will help you win the deal. Determine whether the sellers will try to “wing it” instead of coming prepared.

Sales scenario

You want a sales rep who is prepared, so use your interview opportunity to determine their ability to prepare. Ask your receptionist to send a scenario to the interviewees. Let them know they will be asked to role play a selling scenario like this.
Present a scenario in which a particular business owner has a certain set of challenges. He is already working with a particular vendor. The sellers’ job is to show up prepared to understand the product and services and have a meaningful conversation selling this service to the business owner.
If the sales rep shows up with information about the company in-hand and prepared to have a meaningful discussion, you’ve likely found a good seller. If the seller shows up with the intention to “wing it,” you’ll know what you’re up against.

Selling pens

The secret to successful selling lies with asking appropriate questions, even in the case of selling a pen. If you do use the pen test, expect your sellers to begin by finding out whether the buyer even needs a pen.It doesn’t matter how much ink it will hold or how great the cap is if the seller doesn’t need it.
Instead of spending the time pressuring the buyer to spend money on a pen, expect your sellers to begin by asking questions.
Meaningful questions about the buyer’s situation will either qualify or disqualify the buyer. It will also communicate that the seller understands the buyer’s actual situation. The seller will demonstrate a desire to identify the pain point and solve the problem.
Maybe the customer needs a computer more than a pen. Don’t waste your time pitching a product the customer doesn’t need.


Seek sellers who will serve as consultants rather than those who will try to trick the customers. Help the buyer feel like he is making a buying decision rather than being sold to.
Jeffrey Gitomer said that people love to buy but they hate to be sold to. Help your customers understand the true pain that exists and then help them solve it. If you do this, they’ll evangelize about you and ultimately help you get more business.
Empower your sales reps to sell on their own. Teach them to become consultants who ask meaningful questions to identify challenges that the buyers may not even realize they have.
He’ll be successful and he’ll have great clients who love him.
If you create a meaningful scenario for your interviews, you’ll have more meaningful discussions and dialogues and both parties will enjoy the process more.
Besides, we probably already have enough pens.

“Sell me this pen” episode resources

If you haven’t connected with me on LinkedIn already, do that at Donald C. Kelly and watch the things I’m sharing there.

You’ve heard us talk about the TSE Certified Sales Training Program, and we’re offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester.

You can take it on your own or as part of the semester group.

If you and your team are interested in learning more, we’d love to have you join us. Call (561)578-1729 to speak directly to me or one of our team members about the program.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. 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.

Audio provided by Free SFX and Bensound.

Hiring, Liam Martin, Donald Kelly, Remote Sales Team

TSE 1059: Sales From The Street – “Building A Remote Sales Team”

Hiring, Liam Martin, Donald Kelly, Remote Sales Team

For business owners looking to scale their efforts, there are important factors involved in building a remote sales team, and implementing them can mean the difference between success and failure.

Liam Martin runs three companies related to managing remote workers: TimeDoctor.com, Staff.com, and his passion project, which is a conference on building and scaling remote teams. His organization helps companies monitor their remote employees’ productivity and efficiency.

He points to the fact that, early in his career, he waited too late to build a sales team, which is the meat-and-potatoes of his business.

Create solutions

Founders of a company have an understanding of the product or service that most sales reps won’t have. Founders may recognize as many as 10 different problems that you could tailor your product around or have meaningful conversations around.

Sales reps won’t necessarily recognize that many problems, so they may not have access to as many meaningful conversations.

The key, then, is hiring a proper sales manager. Sometimes the founder’s ego causes him to believe that he can effectively run a sales team, and he doesn’t recognize his shortcomings.

You must take a hard look at yourself and determine whether you’re truly a good sales leader. When Liam recognized that he wasn’t a good sales manager, he fired himself and hired a proper sales manager.

Be honest enough to determine what you can best do for your organization and then do that.

 Hiring process

Liam’s company has three different stages of hiring remotely. He suggests that many remote teams aren’t as effective as the leadership believes they are.

Liam points to the bullpen, or the area where junior employees are grouped together in a single workspace. The idea is that the employees will train and work together and benefit from one another’s experiences.

Remote employees don’t have a bullpen so it’s impossible to pick up nonverbal selling techniques that some employees are successfully using. Everyone is disconnected, so very often these sales teams won’t hit quota despite their training. As a result, they leave the company.

To solve the problem, Liam’s company works with remote salespeople for about a month. During that time, he has to either close an inbound deal or generate some kind of outbound activity. Based on that success, the company decides whether to invest more into the employee.

He says that although it’s an expensive system, building a remote sales team is ROI positive.

Self-motivated activity

Successful remote employees must be self-motivated. Once the company hires a new remote employee and decides to invest in him, the company flies him to the sales manager in Canada where he will train in the office for three months.

The employee will either hit quota by the end of three months and will have a job, or he will not hit quota by the end of that time, and he will go home without a job.

From that point, the system rewards good salespeople financially. Successful sellers will earn more with this company than they will at other companies. At the same time, the pay structure is such that unsuccessful sellers won’t be able to survive.

The first three months, then, are critical to the seller’s success. Creating the bullpen experience has helped the company’s remote sellers be more successful.

Additionally, the company allows any employee to jump in on any Zoom call to ask for help or guidance.

Massive investment

Liam points to a need to identify those sellers who can talk the talk but can’t walk the walk. Because the company is making a massive investment into its new hires, it must be able to quickly determine which employees are likely to be successful and which ones are not.

On average, his company has found that it can take anywhere from three to six months to determine whether an employee will be successful. Its goal is to shorten that period when possible.

The company would prefer a clear “yes” or “no” to a “maybe.” The more time it spends dealing with an employee who is a “maybe,” the more money it invests without fully knowing whether it will get anything in return.

“Building a Remote Sales Team” episode resource

If you want to learn more about building or scaling a remote team, visit runningremote.com. It’s a conference being held in Bali, and if you’ve never been to Bali, it’s another great reason to go.

If you’d like to get in touch with Liam, he’s excited about his interactions on YouTube right now, and you can find him at youtube.com/runningremote. After consuming the content, feel free to ask questions in the comments and he’ll be happy to respond.

You’ve heard us talk about the TSE Certified Sales Training Program, and we’re offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester in April.

You can take it on your own or as part of the semester group. The program includes 65 videos altogether, and we just completed a beta group that helped us improve the program and maximize the information in it.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. 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.

Audio provided by Free SFX and Bensound.


Aaron Walker, Donald Kelly, The Sales Evangelist Podcast, Mentor

TSE 1018: Where’s My Mentor?


Aaron Walker, Mentor,Many of us in sales have jumped into companies without a training process or guidance; we find ourselves winging it and wondering, “Where’s my mentor?”

Aaron Walker started in the business when he was 18 years old. At the age of 27, he sold to a Fortune 500 company and retired.

Eighteen months later, his wife told him he was becoming fat and lazy; so he went back to work, purchased the company he first started and grew it four times in 10 years.

It was all fun until the unimaginable happened in August 2001.

Aaron accidentally killed a pedestrian with his car. It changed his life.

He sold the business and spent the next five years learning how to deal with the tragedy.

Changing his legacy

In the process, he realized that his financial success lacked significance. He didn’t want his legacy to be “‘enough money to retire at the age of 27.” Nobody cares.

He wanted to make a change. He decided to spend his life encouraging and edifying others.

Aaron changed the way he did business. He started looking outward more than inward and he gathered mentors to help him.

His life began to take a very different path.

With the help of several mentors he has worked with for more than two decades in a Mastermind group, Aaron launched his own coaching company, View From the Top.

He now leads 14 mastermind groups in eight different countries to help people live a life of success and significance.

Isolation is the enemy to excellence

Aaron defines a mentor as somebody who will walk alongside you for an extended period of time, as opposed to a coach who helps you get through a certain point in life.

Aaron has been with some of the same mentors for more than 40 years. They help him realize where he needs to go in life.

Mentors are people who have been there/done that and whose core values coincide with your own. They are the people who want what is best for you rather than what is best for themselves.  

For sales, in particular, mentors are crucial. Aaron believes that it is very difficult to grow and expand alone because we each have only one filter – one life experience that guides how we view things.

The value of mentors

Other people see us differently than we see ourselves. As such, mentors can help realize your superpowers. They also help you understand your weaknesses and to see your blind spots.

Having a mentor to point out what we would otherwise miss ourselves can be the very thing that puts us over the top.

We have many obstacles and upper limit challenges that we need to push through. Trusted and unbiased advisors can point us in the right direction.

Aaron recalls a guy in one of his mastermind groups that was putting together a course that was, in reality, absolutely terrible. Everything about it was terrible, but the group helped him tweak it and shape it into something amazing.  

It’s the same way in our lives. Aaron admits he lacks tact but never realized that many people viewed him as arrogant and condescending until his wife pointed it out to him. It was one of his blind spots.

We need people around us who can help us out.

We all know the overly confident, borderline cocky salespeople. Getting them to accept advice, to realize their blind spots and to be humble is tricky. Confidence is needed in sales but people don’t buy arrogance and cockiness. There has to be a measure of humility. A mentor can help you get there.

Surround yourselves in business, in marriage, in every area of your life with mentors that you trust to help you get where you want to go.

Where’s my mentor?

To find a mentor, look for someone who has been married for a long time if you have questions about marriage. Find someone who has been in business for along time if you have questions about that.

Look for someone who has nothing to lose, or gain, by talking to you. Family members are often biased in that regard because they want you to have what you want to have.

You want someone who will give it to you straight.

You have to be willing to subject yourself to scrutiny. You have to be willing to accept the truth in order to hear the truth. That is why masterminds are so profoundly helpful – you have 8-10 people with completely different life experiences at your disposal.

They can take your great idea, look at it, and point out the things about it that you might not have thought of.  When you work with the same people over months or years, a pattern develops and they see it.

Aaron has worked with the same counselor for decades. They talk when things are going well and when they aren’t. Over that amount of time, the counselor realized that Aaron did something completely radical about once every 36 months. This type of behavior classifies Aaron as a ‘creator developer’, rather than a ‘maintainer manager.’

A creator developer is someone who gets bored easily and who doesn’t like everything to be the same all the time. It explains why Aaron has had 12 businesses. He likes to develop and create.

Because Aaron had a mentor who was able to point it out, Aaron can now plan accordingly.

The ebbs and the flows

Many young people don’t have mentors while many people with experience to share aren’t necessarily interested in reaching out. Aaron is hoping to connect the two.

Mentors have changed Aaron’s life in many ways. He remembers many ebbs and flows throughout his life. One dark time several years ago was particularly difficult. Aaron relied heavily upon his mastermind group at the time and met with them every week. He just could not get motivated but the group was there to listen.

It went on for months.

Then, one Saturday, Aaron got a call from one of the guys in the group. It was alarming at first because the group never spoke on the weekends but Aaron knew by the tone of his voice that it was good news.

“I know you’ve been in a dark spot for a long time and I’ve been praying for you … but you are wearing the hell out of everybody in the group. You just keep on and on every week. Take the chains off from around your neck and move on,” he said.

And then he hung up. Aaron was so mad at the audacity of the call.

But then he started thinking.

Realizing that his friend loved him enough to tell him the truth was the change he needed to get over it and to move forward.

A casual friendship does not give that kind of hard truth.

Put down the facade and be vulnerable. That is where true strength starts. Surround yourself with people who know your good, your bad, and your ugly but who still care about you.

It is the solid foundation that will allow you to become all you were created to be.

“Where’s My Mentor?” episode resources

You can reach out to Aaron via his website, Viewfromthetop.com. His mastermind group, Iron Sharpens Iron (ISI), meets on a regular basis via video conference all over the world. Check it out!

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

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.

Prospect.io is offering three months at half-price.

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.

Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

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.

Audio provided by Free SFX and Bensound.


Brian Manning, Donald Kelly, PatientPing, hitting your quarterly number

TSE 1016: How to Deal With The Pressure of Hitting Your Quarterly Number

Brian Manning, Donald Kelly, PatientPing, hitting your quarterly numberWe’ve all experienced that sinking feeling in sales as we near the end of another month … so how do you deal with the pressure of hitting your quarterly number? It’s not easy, especially without the proper guidance.

Brian Manning, SVP & Head of Growth at PatientPing, works to help startups grow their ideas and he is here today to share insight on how to deal with the pressure of hitting your quarterly numbers.

PatientPing is a care coordination platform that helps healthcare providers collaborate with one another on shared platforms. Brian has been with PatientPing for three years now. He oversees their sales, marketing, government affairs, and partnerships.

From a sales leader standpoint, Brian thinks of quarterly numbers in terms of the Annual Recurring Revenue (ARR) for each layer of the business: the overall company ARR, the sales team ARR and the individual sales rep ARR.

Will, Should, Could

Sales reps often feel the pressure to perform and, as a leader, Brian likes to have his reps 3x their pipeline as they enter the quarter. As the quarter goes on, however, and things become more sophisticated, Brian moves on to the ‘Will, Should, Could’ method.

This method involves marking each deal throughout the quarter as Will Close, Should Close and Could Close.  Wills usually equal about 95%, while Should is at 70% and Could is closer to 50%. The Sales Operation Team does this for each week for each rep to provide a projection for the quarter.

In this way, at any given week, the reps have a pretty good sense of where they stand in relation to their targets. Brian has found that the projections are smart and reliable.

The detective mindset

When sales reps feel pressure to hit their quarterly numbers, it is usually a result of a failure somewhere in the sales funnel. There might not be enough leads, the presentations may not convert into proposals, or the deals may be stuck in contract too long.

It is usually one specific thing that slows them down. It almost takes a detective mindset to figure it out sometimes, but it can be done.

A key factor in reducing the pressure of hitting your quarterly numbers begins with the numbers that are expected of the sales rep.

The rep needs to be comfortable with those numbers.

If they do not see a path toward achieving the goal set in front of them, they need to alert their manager right away – before the quarter even starts.

It should not be viewed as a sign of weakness, nor should a rep fail to come forward because of pride.  

As a manager, Brian knows it is important to listen to his team. The territory could be bad, the ramp might be too quick, or the training may need to be improved.

He does, however, require an intelligent and well-thought-out conversation rather than simple excuses.

You never want to send a rep out to achieve a quota he doesn’t feel he can meet. It’s not healthy for anyone.

With their detective hats on, the manager and the rep can then work together to specifically analyze the territory, the opportunity, and the various stages that the deals are in.

It has the benefit of making the sales rep more effective which, in turn, increases the likelihood of hitting the numbers in subsequent quarters.


When the pressure is high or the number is high, it is especially important to take care of your health. Brian believes that nothing is insurmountable when you are feeling healthy and well.

A seller under too much pressure – one with any type of resentment towards the product or the company  – will not be a seller who gives his best. It will translate into his performance and affect the clients and the sales.

When a salesperson puts his energy into dealing with the things that he can’t control – an imperfect product or lack of marketing team support, for example – the salesperson will always lose.

In Brian’s experience, the number one difference between a great seller and a not-so-great seller is that the energy of the great seller goes to the areas where he has control. Don’t waste energy on things that will not help you reach your numbers, or succeed.

Your energy, as a salesperson, needs to go into selling under the conditions you are in. This does not mean, however, that you should hesitate to flag issues. If there is something wrong with the product or the process, it should certainly be brought to the attention of management.

There will always be that one guy who wants to complain regardless of the situation. But those reps that can focus and channel their energy into doing what is best for their client are the reps that will succeed.


There is a seesaw to transparency. When a rep is doing really well and is on track to reach his quota, his manager will see it and will know the rep is doing fine. There is no reason to stress.

But if the rep isn’t doing well or the numbers are low, transparency needs to increase. Brian suggests something as simple as a weekly email to management to address what is working and what is not working. Being really honest and vulnerable in this way provides management with the information, and the opportunity, to improve the system. It helps everyone in the long run.

Many of us don’t like to admit when we are having trouble but it is always easier to address a problem when it is small rather than waiting until it is too big to handle.

Brian has found that, generally speaking, most sales reps that want to work for a start-up are self-starters. They are the ones who read sales books and listen to podcasts to further their own learning.

Horizontal learning

Over time, as a company grows, Brian will bring in sales trainers to coach and shadow. Until a solid infrastructure is up and running, however, Brian has created a system where his sales team sends out a weekly ‘Wins and Learning’ email to each other.

He also stresses that a good learning experience is more valuable than a big win. His team has become competitive to send out the best learning which scales across the team.

  • Be analytical
  • If you are doing well, document how you do it.
  • If you are not doing well, document why not. Be honest and lead the charge into fixing it.

“Hitting your Quarterly Numbers” episode resources

Brian has maintained a blog for the past ten years at Briancmanning.com. He is also on Twitter.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

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.

Prospect.io is offering three months at half-price.

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.

Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

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.

Audio provided by Free SFX and Bensound.

Dr. James Kelley, Authentic Leader Model, The Sales Evangelist Podcast

TSE 901: The Authentic Leader Model and Making Better Leaders

Dr. James Kelley, Authentic Leader Model, The Sales Evangelist Podcast

Authentic leadership involves understanding that everyone has a unique journey, and everyone brings some kind of baggage to the office. You don’t have to understand the baggage; you simply have to understand that they have it.

On today’s episode of The Sales Evangelist, Dr. James Kelley, professor of marketing, talks to us about authentic leadership, his authentic leader model, and about how adversity creates better leaders.

Dr. Kelley hosts the podcast Executive After Hours, and he noticed a recurring theme that occurred during his podcast conversations: adversity changes people.

Growth from adversity

Dr. Kelley recounted the story of Joe Burton, who became the COO of McCann Erickson Worldgroup by the time he was 40 years old.

He was unbelievably successful, but he was miserable. He was aggressive with his employees, unhappy with his wife, and his body was physically breaking down.

When Joe inventoried his life, he realized he had lost his twin sister and his older sister within the span of two and a half years. He had also lost his dad about 12 years earlier.

The sheer amount of adversity caused him to reflect on his life, and it led him to launch Whil.com, a company that specializes in mindfulness. His own adversity transformed his life and made him more aware of his challenges, and it set him on a new path.

Likewise, Bridgette Mayer owns an art gallery in Philadelphia. She grew up in a crack house with six siblings until she and two of her sisters were adopted by a single family.

Her older sister committed suicide and the younger one landed in drug rehab. Bridgette, meanwhile, graduated from high school and then college, and then opened her own gallery.

So why did Bridgette succeed where his sisters hadn’t? She says it’s because she embraced adversity and reframed her challenges as opportunities. She had the right people around her at the right time to give her the right advice, and she was willing to listen.

Dr. Kelley believes that our adversity connects us to other people.

When he was in sales, he quickly learned that personal stories connect people faster than almost any other tool. Relatable stories like death or divorce create an instant bond that establishes immediate trust.

Dr. Kelley’s leadership model

Grab a piece of paper and a pencil.

Draw a medium circle and write the word ‘crucible’ inside. Now draw a circle outside of that, like you’re drawing a bulls-eye.

At the top of the outer circle write ‘self-awareness’ and leave the bottom portion of the outer circle empty.

Then draw one more circle on the outside of the first two, and write the words ‘compassion,’ ‘integrity,’ and ‘relatableness’ in that circle.

Dr. Kelley’s leadership research suggests that when people embrace their adversity or their crucible moment, their framing of that moment determines the effect it will have on their future.

Most people treat adversity as something that happens to them instead of viewing it as an opportunity to learn something new.

Those who frame adversity in a positive way, though it might take six months or a year, deepen their self-awareness.

They discover that they actually want to treat people with respect. They want to have compassion for people and relieve their suffering.

As your self-awareness grows, you move out into the model a bit, and you eventually discover that you’d like to live with a little bit more integrity and honesty. Because that’s how you want to be treated, you discover that it’s the best way to treat others.

You discover that as you have hard conversations that demand honesty, you build trust and loyalty, and you discover that relationships play a very significant part in your life.

As you learn to embrace relatableness, you seek ways to create micro-moments and meaning.

Without a growth mindset, you have self-awareness but nothing to do with it. When people embrace a learning mindset, that’s when they start to develop.

You become a much more authentic person and you spend every day trying to improve yourself for you rather than for anyone else.

Evolving people

You have to know that people have bad days.

If you see an empty water cup on an employee’s desk and you refill it, you’re demonstrating compassion and kindness.

Those micro-moments develop trust and compassion and integrity, and the return-on-investment is much greater than in companies that don’t embrace this culture.

If we take care of the employees first, they will take care of the organization.

Dr. Kelley believes that hiring a coach is the key to understanding your own adversity. He believes that evaluating your adversity and figuring out what you’ve learned that you can take forward is the key to success.

Being able to admit that you don’t know everything and surrounding yourself with people who can help you achieve your goals will help you better embrace your adversity.

“Authentic Leader” episode resources

You can connect with Dr. Kelley at his website, or email him at james@drjameskelley.com.  Find The Crucible’s Gift: 5 Lessons From Authentic Leaders Who Thrive In Adversity on his website or on Amazon.

The Sales Evangelist Hustler’s League is our online group coaching program designed to help sellers of all levels. We help sellers who have been selling for years as well as those who are new to sales.

Last semester, we focused on building value, and we’re beginning a new semester in the fall. To find out more or to apply, visit the Hustler’s League.

If you’d like to learn more about video and how to include it in your sales process, 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. You are a brand, and video can help you set yourself apart.

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 so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

Joe Pardo, The Sales Evangelist, Empower, Podcast

TSE 896: Empower Yourself First Before You Can Empower Others

Joe Pardo, The Sales Evangelist, Empower, Podcast

In order for your organization to operate at its best, the people within must be empowered. The team must feel confident working together and it must believe in the process. But believing in the process begins with the leadership, which is why you must empower yourself before you can empower others.

On today’s episode of The Sales Evangelist, Joe Pardo, who is an accomplished business coach, consultant, speaker, podcaster, author and DJ, shares his experience working in his family business, and his thoughts on learning to empower yourself first before you can empower others.

His newest book, Sales Won’t Save Your Business: Focus on the T.O.P., addresses the importance of developing confidence in your team, your customer, and yourself on the way to increasing profit.


Joe believes that processes are the cornerstone of every business. They affect how your team operates, how you structure offers, and how your customers see you.

It’s the concept behind his new book, because you may land a deal, but if your customer has a bad experience, he won’t be back. He’ll tell others how horrible the experience was and your business won’t be in a good place.

Organizations that find themselves with frequent turnover, which results in constantly training new people, should immediately look to their processes.

Consistency makes a difference for your client base. You need a system that makes people want to come into work.


Sometimes negativity seeps into an organization. Even if it doesn’t exist within the leadership, negativity within a team can become visible to your customers.

Before you can help your team, you have to figure out what makes you tick. You have to be able to remind yourself of the “magic” that keeps you doing what you do.

During a period when Joe was working for his family business, his team was resistant to an upcoming structure change. He wasn’t really “in charge” of anyone, so he wasn’t empowered to fire anyone.

He immediately understood the danger of publicly second-guessing those in leadership above you, because it forces the team to choose sides. As a result, he understood the importance of hiring the right people to start with, so that no one second-guesses each other.


Leaders who understand people’s “why” will be better equipped to create a place people want to be. If you communicate to your people that you care about them and about their goals, they will buy into the mission and they will grow.

They will want to help your company and they’ll be open to your guidance.

What do your team members have on their walls? What kind of books are on their bookshelves? If you’re willing to take time to learn a little bit about the things they are interested in, it will carry you so far with your team members.

Your goal is to create as many touch points as possible so you can relate things back to them.

If one of your team members has interest in writing a book, put him in contact with a friend who has walked through the process before.

Give away baseball tickets that your vendor gave you to a team member who loves baseball.


If you’re in a leadership position, or you want to be, get used to creating processes for yourself and your team. Processes don’t have to eliminate spontaneity; they simply ensure that certain things happen within a certain time period.

You might, for example, ensure that new employees spend time with veterans of the company. It allows them to see the opportunity available within the organization.

Consider simple ideas like creating a budget that allows you to buy a breakfast sandwich for your team members as a way to build community with them.

Make a point to get to know people personally. Your team members will feel a loyalty if you tap into their personal lives.

Processes can be passed on to the next person when you move on to something else.

“Empower Others” episode resources

You can connect with Super Joe Pardo at his website, where you can also find a copy of his book, Sales Won’t Save Your Business: Focus on the T.O.P.

Check out the Video Jungle podcast, which teaches you how to utilize video to stand out from your competition. Plan, create and share your way to better content and strategy. You are a brand, and video can help you set yourself apart.

Our friends at Wiley have provided a free excerpt of the book Stop Selling & Start Leading. Based on research and interviews with buyers, the book provides a blueprint for sales professionals. Read an excerpt of the book here. Grab your copy of the SlideShare.

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 so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.


Piyush Patel, On-boarding, New Sales Team, New Employee Training

TSE 893: How to Make New Employees Feel Like They Already Belong

Piyush Patel, On-boarding, New Sales Team, New Employee Training

When your company on-board a new employee, you invest time, effort, and resources into the process. So if you’re going to spend the money, doesn’t it make sense to put energy into making sure the employee is successful? The key is to help new employees feel like they already belong.

On today’s episode of The Sales Evangelist, Piyush Patel, author of Lead Your Tribe, Love Your Work shares how he on-boards his new employees and how he engages his staff in the hiring process.

He emphasizes the need to show new team members where the finish line is before expecting them to sprint toward it.

Initial welcome steps

Before employees set foot in Piyush’s office, they receive a box in the mail that includes initial paperwork plus t-shirts and other swag related to the company. The company also sends a book about the team and how the company operates.

The most important item in the box is an empty picture frame with a note encouraging the employee to bring a picture of a loved one for the new desk.

Psychologically, he said, the first day presents the highest stress for a new hire.

There’s the potential for a lot of doubt, and lots of room to wonder whether he made the right decision.

If the new desk has a picture of a loved one on it, there’s a better chance he’ll be convinced he made the right decision.

Making time to welcome employees

Piyush, the CEO of his company, dedicates himself to spending a half day with new employees on their first day in the building.

He gives new employees a tour, explains the inner workings of the company, and then gives them a spreadsheet with every employee’s name on it. Their assignment is to go from desk to desk asking a series of three questions.

  • Why do you come to work here?
  • What’s your favorite food?
  • What’s your favorite memory of your time here?

By the end of the exercise, the new employee has heard every co-worker explain all the best parts of the company, as well as a sort of history of the company in the form of memories.

The net result is an employee who is excited to be part of the story.

“Dating” for 30 days

Piyush treats every new hire like a 30-day date for both employer and employee. The two come together at the end of the 30 days to decide whether the pairing is a good fit.

He identifies employees he calls navigators whose job it is to “protect the culture.”  Piyush tasks them with taking the new employee to lunch, taking him to happy hour, and walking him through a segment of training.

At the end of 30 days, the group decides whether the new hire is a good fit for the team.

Even if the new hire isn’t immediately a good fit, he’ll evaluate whether the new hire can be rehabilitated.

It creates the sense that the whole team is in this together, and it results in a culture where people love their work.

The result is a community with low turnover and great results.

Ongoing coaching

Some employers say they don’t have time to invest in new employees this way.

To them, Piyush says that he realized he was investing much more time dealing with unfulfilled expectations. He would have saved time by making the initial investment early on.

Instead of constantly rebuilding the process, he could carry out regular maintenance along the way with much better results.

He avoids making employees feel like they are constantly being criticized. Piyush constantly affirms employees: they hear the things they are doing well as well as things they could improve.

He said that people work for three reasons beyond money: belonging, affirmation, and meaning. Once they are in the tribe, you have to work to constantly maintain those.

“Make New Employees Feel Like They Already Belong” resources

Grab a copy of Piyush’s new book, Lead Your Tribe, Love Your Work or connect with him on LinkedIn.

We’ve been recommending the book the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley  for quite some time because we believe in the message. Based upon interviews with buyers, it offers specific information for sellers to help them become trusted advisors.

As part of the series this week, we have a SlideShare available for you to download, or you can link to it here. As always, we also have a free excerpt of the book so you can try it out for yourself. We believe you’ll like it so much you’ll want to grab your own copy.

Today’s episode was also brought to you by Video Jungle podcast, your source for marketing and making your brand pop using video. Plan, create and share your way to better content and strategy.

If you think you might benefit from more stories like these, check out The Sales Evangelist Hustler’s League, an online group coaching program that brings sellers of all levels and all industries together to share insights. We’re beginning a new semester this fall, and we’d love for you to join us.

Audio provided by Free SFX and Bensound.

Samantha Alverez, Donald Kelly, The Sales Evangelist Podcast

TSE 853: The Biggest Roadblock To Learning Soul-Centered Sales

Samantha Alverez, Donald Kelly, The Sales Evangelist Podcast



The sales industry has gotten a bad rap. Many people buy into the idea that the sales industry is bad or manipulative. They have a hard time selling authentically because they haven’t completely invested themselves in sales. But what if you could learn soul-centered sales?

Today on The Sales Evangelist, Samantha Alvarez explains why you should view sales as a service, and the important role persuasion plays in all aspects of life.

Sam coaches entrepreneurs who have a hard time selling themselves, and helps people discover the service side of sales. Prior to her time in sales, she was a nurse practitioner, one of the most trusted occupations in the country. Moving from that to sales, often considered the least trusted occupation, created an identity crisis for her, but it moved her to discover how her coaching could help people achieve their vision.

Now she focuses on removing the roadblocks to learning soul-centered sales.


Sam realized early on that sales involved persuading people to buy, and that felt wrong. She felt like she had moved from an industry of giving to people to an industry of taking from people.

The jolt was so profound that she spent the first six months of her sales career speaking in a fake accent, because she didn’t want to take on the salesperson identity. She was afraid of who she would become.

Along the way, though, she realized that she didn’t have to use her skills to hurt people.

In fact, she discovered that the same persuasion required of sales professionals was the skill that empowered medical professionals to convince people to care for themselves. Most of the people she saw in her practice were relatively healthy, but she had to persuade them to make healthy choices for themselves.

The sales industry helps people dream, and it creates a new reality for people as they learn to do it well. Sam envisioned herself as someone who was helping entrepreneurs create magic, and she learned to accept herself in a sales role.


Although she loved her job as a nurse practitioner, she was burned out. She needed to leave but she wasn’t sure where to go. She accidentally fell into sales for medical research, but she didn’t expect to like it.

It was a perfect fit, because it enlisted her 10 years of medical experience helping to find subjects to participate in expensive medical studies with extremely stringent criteria.

She realized that sales improved things for people, and the more confident she got, the more she recognized her ability to help people create new realities for themselves.


Early on, Sam believed that sales was a zero-sum game: salespeople win, and buyers lose. She bought into the negative connotation, so she just wanted to make her commission and move forward.

Slowly she realized that she was working with people who were doing cool things,  and she was helping them accomplish those things.

She recognized that sales was simply persuasion, and persuasion exists in many different industries. When she accepted sales as an opportunity to persuade people to do things that moved them forward, she started having fun.

When you help people change the way they think and feel about themselves, people get excited.

“Soul-Centered Sales” episode resources

You can connect with Sam and find out more about her coaching practice at www.samalvarez.com.

The book Stop Selling & Start Leading: How to Make Extraordinary Sales Happen keeps salespeople from having to shoot in the dark. It prevents them from guessing how to build value because buyers are telling us to stop selling and start leading.

There’s a reason I continue suggesting the book, Stop Selling & Start Leading from our sponsors at Wiley. It’s a fantastic blueprint of all the things buyers say they expect from sellers and want from sellers.

I’m so convinced of its message that I’m offering a free excerpt of the book so you can check it out.

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.

The podcast is part of our newly-launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. To learn more, email us at SPN for more information.

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.

Repeatable sales process, Big Sales Wins, Chris Rothstein, Groove

TSE 808: How To Gain Big Sales Wins Through Specific Repeatable Actions

Chris Rothstein, The Sales EvangelistBig sales wins are virtually impossible when marketing and sales departments don’t work together. When the two entities align to use repeatable action steps, the result is big sales wins.

Today on The Sales Evangelist podcast, we talk with Chris Rothstein about the ways to align your sales efforts, and the success that results when you do.

Two developments demand the need for greater alignment: improved tracking capability and increased specialization within companies. Because companies used specialized departments to accomplish specific tasks, many handoffs occur throughout the sales process.

Speak the same language.

When different teams operate according to different criteria, the result is often finger-pointing rather than collaboration.

If, for example, a marketing department gathers 1,000 business cards in a fishbowl, those may not actually be qualified leads. The marketing department may perceive that it achieved its goal, while the sales team may believe otherwise.

When everyone within a company speaks the same language, the company becomes more effective.

To achieve that goal, Rothstein’s company Groove tracks all forms of communication and collects data from it. The company syncs all emails and calendars, and classifies every meeting that takes place.

Armed with that information, they can determine where in the sales process deals are dying and where the sales reps need help. They record sales calls and provide follow-on, specialized coaching.

Finally, they collaborate to identify the companies they’ll pursue in their sales process so that they are all focused on the same targets.

Narrow your focus.

Many organizations cast too wide a net.

They undertake a huge list of prospects with a goal to connect with a small number of them. Because the list is so large, it’s tough for sales people to achieve any depth in the relationship.

If, on the other hand, companies will restrict the number of prospects they target, they’ll achieve better results because they can focus better.

In an account-based approach, each person has a unique role, and the customer will experience a unified process.

Earn big sales wins.

The sales cadence model will vary according to your industry. In every industry, though, a successful cadence will require multiple touches.

Email boasts a big impact in the software industry, for example, but not in the restaurant industry. Each industry in your company’s profile will demand unique touches and processes.

Evaluate how long your process should be, and make it longer than you think it should be. Then stick with it.

Episode resources

You’ve heard me talk about The Sales Evangelist Hustler’s League, our online group coaching program for sellers of all levels. We understand the importance of cadence and repeatable action steps. We help participants understand the concepts and then apply what they’ve learned.

The easiest step you can take is to apply for The Sales Evangelist Hustler’s League to see if you qualify for the program. Our next semester begins April 26 and will focus on building more value. We’d be honored to have you join us.

You can connect with Chris at Groove or find him on Twitter.

Audio provided by Free SFX.

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.

Donald Kelly,

TSE 776: What Should I Know When Coaching My Top Performers?

Donald Kelly,

We all need coaching. Sometimes we don’t do the things or put the processes in place to get the coaching that we need.

In today’s episode, Shimon Lazaro shares with us the struggles top performers deal with and how to coach these strong personalities.

Here are the highlights of my conversation with Shimon:


  • Research shows that top performers are always improving.
  • The key to this improvement is finding the coach that resonates with you who can help make your strengths more pronounced.
  • It’s not easy to find the right one since every coach is also different.


  • Coaching is tailored to the individual vs. regular training. It understands what you’re good at and where your challenges are. Coaching is much more personalized.
  • Coaching is also cross-functional. Clients have issues with many different things and when you solve these issues together, it boosts performance. It helps you become a leader.
  • Coaching dives deeper and understands those areas of opportunity. Research shows that coaching makes employees more productive and happier and also reduces turnover.


  • You tend to think that your approach works and you have all the answers. The better your results are, the harder it is to change.
  • Some things that you’ve been doing for years aren’t necessarily working.
  • Always try new and different things. Go out of your comfort zone!


  • Two types of people who succeed:
  • Open to change and learn
  • Resistant to learn
  • Understand what motivates them. Once you discover that, it’s easy to work with that person. A good coach will know how to spot these personality traits.
  • There is no single formula as long as you can convince someone to be open to change. Small improvements can build up over time.


  • You tell us what you want to work on and our algorithm matches you with many coaches that have helped similar people in the past.
  • We let you work with them for free for 7 days and get their different approaches.
  • We also have different technologies that can support you with your needs and goals.

Shimon’s Major Takeaway:

No matter how good you are, you can always be better. You can always improve. Life can be so much better than what it currently is, no matter how successful you are.

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.

Coaching, Sales Coaching, Sales Manager, Alan Allard, Donald Kelly

TSE 741: How to Coach Top Performers

Alan Allard, Sales Coaching

We all know it, 80% of the business is coming in from 20% of the sales teams. But sometimes, we don’t necessarily focus on those top performers. What would that do for an organization if they could get their top performers to sell 5% more? Learn how you can coach top sellers to perform even better!

Today’s guest is Allan Allard and he helps top-performing sellers continue to sharpen their skills. Allan used to be a psychotherapist. But he soon found out that most of patients he had who were all dealing with depression and stress were actually salespeople.

Here are the highlights of my conversation with Allan:

What is a top performing seller?

According to Allan, he defines a top performer as someone who is excelling in their industry in their company.

Factors why salespeople are not able to perform at the top of their game:

Wrong industry

  • Ask yourself, are you the right person in the right industry and selling the right product or service?
  • Sometimes, salespeople are in the wrong industry and performing on the average, but when put in a different industry, they begin to excel.


  • Mindset is the general attitude and your approach to life and this is the key to being a top performer. It’s how we feel about ourselves.
  • If you are confident and know you can accomplish any goals, you are ahead of the game.
  • Changing your mindset will take you to the next level.

Feeling one-level down than your clients

  • You’re not coming from a “one down” position but from an equal position where you have tremendous expertise and power.
  • Realize that you have something your customers don’t have. So sit down and be comfortable with yourself. Top sellers have enough confidence and security because they feel equal to their prospects.

Doing what you’re told and failure to ask tough questions

  • People are scared to rock the boat and they want to please people. This is a common challenge for many people to get rid of this deep-seated belief and subconscious mind of “I”m not good enough.” or “I’m not talented enough.”
  • For that inner roar to come out you have to feel that you have the right to roar and there’s an appropriate place and time to do that.

The Biggest Challenge Top Sellers are Facing:

  • Top sellers don’t have anyone challenging them. Every one is in awe of them because they’re spectacular.
  • Many managers are so confident the sellers are going to bring in the numbers anyway so they leave them alone to do their thing.
  • But they’re not challenged to get to the next level. Nobody is giving them any feedback. They need to be challenged. High performers have unique needs.

Why focus on high performers?

That’s where you get the fastest results. They already know how to sell and they’re already motivated.

Things top performers need coaching on:

1. Exploring your shadow self.

Top performers are usually very hard on themselves. So they need to learn how to accept themselves and embrace themselves on deeper levels. 

Help them acknowledge and explore their “shadow” self – that part of ourselves where we want to hide from everyone, including ourselves.

2.Thinking more holistically about your success or 360-degree success.

High performers are often really good at what they do because they’re neglecting other areas in their life. Over time, they’ll end up in a not so good place and deeply regretful.

Allan’s Major Takeaway:

High performers have far more potential that’s untapped. As a sales manager, you need to have a bigger vision for that person. See more than they see in themselves and be able to bring that out. As a top performer, just think of your accomplishments like you’re just scratching the surface.

Episode Resources:


Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.


Number Games, Prospecting

TSE 602: Is Sales A Numbers Game?

Number Games, ProspectingDo you think sales is purely a numbers game? You’ve probably heard of sales teams or have been part of a sales team where they relate sales purely to the activities you do. But does the x number of activities automatically equate with sales?

Personally, I disagree that it’s purely just a numbers game. I think it’s a hybrid. If you have individuals going out there and just doing whatever they want regardless of what they do as long as they’re doing activities, you’re just going to get vanity numbers and results that don’t match up.

Work Smarter, Not Necessarily Harder

The biggest issue that I find with this concept of having salespeople doing activities and they’ll get results is that if you don’t have the focus on the right target, you’re not going to see results.

Know who you’re selling to. Know who you’re going after. You can’t just go out and get as many business cards as you can thinking you can put all those contacts into your email marketing system, send them emails, and they’re going to buy from you. Fatal mistake!

Take Your Shot on the Goal

As long as you take shots on goals and the more you take shots on goals, the more chances you have of scoring. In that situation, the number is a numbers game and you have to do stuff. But do stuff that’s going to produce results. You can’t just send people out and expect them to come back and bring in money when they’re not going after the right people.

What You Can Do as a Manager

Figure out even how to coach your sellers at least once a month, otherwise get someone else to come in and coach your sales team. There are lots of sales coaches out there. Maybe there’s someone in your team that can coach. Train them and get them to coach and help other sellers to get to the top performing level.

Effects of Not Properly Coaching Your Sales Team

  • Fast employee turnover
  • Faster burnout
  • They will feel less motivated.

Today’s Major Takeaway:

So is sales just a numbers game? Yes, but only if your sales teams know who to go after, if they know what to say, and if they have a proven process to generate results. Stay busy. Get out there. Pick up the phone. Talk to people. Utilize your network. Focus on the things that matter the most and that are the most effective to your business.

We’d love for you to join the TSE Hustler’s League. This is a 12-week semester where each semester, we focus on a theme and each week, we focus on a concept relative to that theme. This semester is focused on how to help you become more buyer-centric and increase your win rate of opportunities.

Episode Resources:

Join 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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Donald Kelly, The Sales Evangelist

TSE 535: TSE Hustler’s League-“Become An Expert In The Details”

Donald Kelly, The Sales Evangelist Are you keen to details? Or are you just too assuming your prospects will understand? Today’s snippet taken from our past training session over at the TSE Hustler’s League is focused on being expert in the details. Where in your sales process can you better focus on the details?

A few areas where you can focus on details:

  1. Qualifying

Get a better grasp on not only their statistics but really dive more into the challenges they’re facing. This way you can put together an even more compelling solution. You can be technical, but if you’re able to do a better job of getting the details out of them, every account would be a slam dunk for you.

Do a better job on the front end by really uncovering all their pain and most importantly, getting them to feel it. Help draw out emotions from them.

  1. Presentation

Make sure your prospects understand your product and what that means for them, exactly what value you’re bringing to the table. Make it seen in their mind why it’s important for them to have your product or service. Paint a picture by telling a story.

Stop assuming your prospects already know these things and they understand. Go deeper into details and when you do that, you get better results.

The Principle of the 5 Why’s

This was originally conceptualized by Toyota but this principle has been used by a lot of companies today because it’s so effective. The idea behind this is to dig into the details. For each problem, ask why five times so you can go deeper to the core root of the problem until you can offer a solution.

For example:

A person drives into work and gets a flat tire. Most people say you need to get the tire fixed. Instead, ask yourself…

  1. Why did you get a flat tire? (I hit a pothole.)
  1. Why did you hit a pothole? (I was driving fast and I didn’t see the pothole.)
  1. Why were you driving fast and didn’t see it? (I was late for a meeting.)
  1. Why were you late for a meeting? (I didn’t set my alarm clock.)
  1. Why didn’t you set your alarm clock? (Because I was lazy and went to bed early so I didn’t have the time to set it.)

The deeper you go, the better you understand. The root problem here is that this person is unorganized. For sure, there’s going to be another issue other than the pothole.

Today’s Major Takeaway:

Dig down into the deepest level of your customer’s whys. Go into the details.

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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Hiring Salespeople, Donald Kelly, The Sales Evangelist Podcast

TSE 527: What to Know Before Hiring Your First Sales Rep

Hiring Salespeople, Donald Kelly, The Sales Evangelist Podcast Whether to hire an experienced seller or an inexperienced individual, that is a common question among many entrepreneurs who want to grow their business but don’t know who to hire the right people.

I’m sharing strategies which have worked for me and I hope this could help you whether you’re finding your first sales job or trying to hire your first seller.

Strategies for hiring your first sales rep:

  1. Start off with an SDR (Sales Development Representative) doing inside sales.

You can hire an SDR if you’re a small company and trying to hire your first sales rep so they can gain a good understanding about the business.

  • More knowledge and experience: This gives you a chance to learn a little bit more about the company because you’re mingling with different departments inside the organization.
  • Wearing multiple hats: Now if you’re in a small company, you may have to wear multiple hats. An entrepreneur would love to have some help with things like lead generation, lead development, or appointment setting.
  1. Find someone to come on board and work just for full commission.

The problem with this is that without any proven process for any sales rep to follow, they’re just going to be winging it. And this could result to a higher turnover.

  • Proven process: Have a proven process in place beforehand so once they come on board, they’re able to apply these and see results.
  • Proper training: The key is to train the rep on the proper procedures and the proper ways they can close deals so they see immediate results considering you have a shorter sales process.

If you’re trying to find a senior seller, and they’re earning based solely on commission and you don’t have a process in place, this may not just work.

  1. Develop them from being inside sellers to become a closers.

Start off with hiring an SDR that’s inside. Then you can develop them and have them go in the outside. Fine tune the process. Then hire the next SDR to come in and then that person will be the outside rep or the “closer.” Then repeat the process.

You can grow your company like this pretty quickly. Again, if they’re doing this just for full commission, you have to make sure they make money enough that they can survive. Or you can just give them a declining base + commission that’s gradually leading up to a full commission.

Some great questions to ask when hiring people:

  • What was the last book you read? (This gives you an idea if they’re willing to develop themselves.)
  • Why must you be successful in this position? (This tells you what their motivations are.)
  • What do you enjoy most about selling and the least about selling?
  • Why do you do sales?
  • Why do want this job?
  • How many books have you read in the last year?
  • Tell me why you believe in this product you’re going to be selling.
  • Tell me about your last sales/last close.
  • What is your why?

Check out our Facebook group, The Sales Evangelizers, to search for more questions you can use to ask during the interview process.

Today’s Major Takeaway:

Hiring the right individual is important but have a process in place beforehand.

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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes and I would love to read them here on the podcast.

Entreprenure, Sellers, Improve Sales, New Clients

TSE 413: Sales Strategies From A Successful Entrepreneur

Entreprenure, Sellers, Improve Sales, New ClientsAs a seller, you need to think and act like an entrepreneur. So I’m bringing in an entrepreneur today to share with us some trick, strategies, the right mindset, and things she has done to help improve her sales so that you too can improve your sales.

Ivy Slater is an entrepreneur where she helps business owners (with an affinity to women business owners) to really build their businesses to earn the money they want to support their families and have the life they want to live.

A working mom for 24 years, Ivy has managed to both raise her two kids well and run a successful business at the same time. So it was never one after another, but a matter of doing an improv. Moving from the printing industry to the world of coaching, Ivy is a living proof that while making bad decisions can be inevitable, how you correct your course is what ultimately defines your success.

Here are the highlights of my conversation with Ivy:

Why women have a harder time in sales?

  • Selling themselves

Women need to understand that what they sell is the results that their clients walk away with.

Why many people are scared of money:

  • Fear of losing money

The idea is not to make perfect business decisions but make the best decision you can make in the moment, keep things moving forward, and course correct.

  • Deciding based on emotions

All of a sudden, they see it’s their money and not business money. You have to look at it as business money. Put aside a certain amount of money in your business and running it as a business and make business decision, not emotional decisions. Instead, decide based on these questions:

  • What is your best course of action?
  • Will you get something further down the road?
  • What are the best steps you can take now?

The Power of Understanding Your Numbers:

  1. The numbers tell you the story.
  • Track your numbers and if they’re set up to work towards your financial goals the numbers will tell you the story.
  • How many times do you follow up? If you only follow up once or twice, you just may lose a deal.

The power of course correcting a bad decision:

Listen to Ivy’s story where she never got payment on a job (we’re talking about $60K down the drain!). But through the course correction she made, she was able to make back in work and profit $80K because she had put into effect a plan of her next steps

Strategies for following up:

  1. Create relationships.

Following up is more than just sending an email. The greatest client is the one you build a relationship with. Think outside the  box and get creative with it. Invite them to events.

  1. Bring value.

Stop thinking about yourself and think of how you can bring value to others. Get yourself out of the equation. Take a step back and focus on them. Open your ears and just listen.

How to leverage speaking to help grow your business:

  1. Teach a point based on the business you’re in.

Speaking elevates your status in a room. When you can share and teach something, your status is being elevated as a teacher. Now they look for you for information. They want to engage with you as opposed to you chasing after people.

Ivy’s Major Takeaway:

The more you take steady consistent action,, the more results you will see in your business. Do three pertinent activities everyday that will move your business forward. Take those baby steps consistently you will see Mt. Everest behind you and be ready for the next adventure.

Episode Resources:

Check out Ivy’s book, Conquer Your Fear of Money: A Woman’s Guide to Business Success

Get Ivy’s free report and just go to www.slatersuccesscoaching.com/ROI.

Connect with Ivy Slater on Facebook and LinkedIn.

Create interactive presentations that customers will enjoy and remember. Get a full demonstration of Prezi and see the power it has in action. Just go to www.prezi.com/TSE to help you tell more compelling, value-driven stories to your prospects.

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to www.DoBigThings.net.

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.

Register Today!

Outside Sales Rep, Inside Sales, Donald Kelly, The Sales Evangelist Podcast

TSE 411: What Makes Someone A Successful Outside Sales Rep?

Outside Sales Rep, Inside Sales, Donald Kelly, The Sales Evangelist PodcastAre you struggling with managing your outside sales team? Or are you someone who’s struggling with approaching new people face-to-face, doing cold calls? Outside selling is a common problem of its own and today’s guest, Robert Hartline, is a total genius who created a solution for this. Robert runs a company called Call Proof, an app for outside salespeople.

How does this work?

The tool takes all those listed in your call log made from the mobile phone and thrown into the cloud. They match it with their own clients and prospects and then give salespeople an easy-to-use tool to locate who they’re going to visit it’s easier for salespeople to route to the closest prospects and see more people throughout the day.

Here are the highlights of my conversation with Robert:

Inside Sales versus Outside Sales:

  • Challenges of outside selling: Traffic, scheduling, resources
  • Different skill sets between sitting behind the desk and correspond to emails and find prospects and handle leads versus talking to strangers, walking in and straight-up cold calling
  • It’s easier to reject someone on the phone than when you talk to the person face-to-face.
  • You have to realize that a lot of people don’t sit behind the desk all day.

What makes someone successful at outside sales?

  1. Ask them to tell you about their morning ritual.

A good salesperson has a good morning ritual they stick with. When they incorporate getting up early and working out, they are already above everyone else. People who exercise and care about themselves are willing to do the difficult things.

  1. Have a mentor or somebody you can shadow.

Most sales interactions only encompass 8 different objections as to why someone will not buy your product. Salespeople who can close everything know how to answer these particular objections each and every time. You have to find a person who knows how to answer those. Beg or borrow time from that top salesperson, even pay him if you had to or take them to dinner. Don’t try to recreate the sales wheel.The data is there. They must be doing something you should emulate. Take notes. Record everything.

  1. Practice.

Once you’ve listened to the master, you have to practice. Before practicing on real life people, practice by yourself and with yourself or ask a cousin, a friend, or someone else to come over while you practice with them. Ask for feedback. Don’t waste your valuable leads with not having the right practice.

Strategies for practicing:

  • Don’t practice with your co-worker without a third party.
  • Someone has to be the customer, someone has to be the salesperson.
  • Practice back and forth with one other party.
  • The third person is the witness to call you out.
  1. Take a buddy with you to serve as your accountability partner.

Take a buddy with you where you do one cold-call and your buddy watches and listens without saying a word. Then flip roles. This will help drive and push yourself to go out there and keep pushing through.

  1. Always do a follow up.

Follow up is king. Every interaction you have with a prospect means you’re creating a task to do something later. You never walk away from a prospect without some kind of a promise or action.

Robert’s Major Takeaway:

Do the follow up. Don’t wait to call your prospect and follow up later. You have to get to it now or it will just go away.

Episode Resources:

Connect with Robert on Twitter @hartlinerobert or send him an email at robert@callproof.com.

Get the Call Proof app now and see the wonders it can do with the way you do outside sales.

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to www.DoBigThings.net.

mGet 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.

Register Here! 

Sales Leader, Being A Young Sales Leader, Jay Cullinan, Donald Kelly

TSE 386: How To Lead A Team Of Veteran Sellers As A Young Sales Leader

The Sales Evangelist Podcast, Donald Kelly, Sales Leader, Top SellerWell, it’s actually an interesting dynamic when you have a team of young and veteran sellers. It’s not unusual for doubts to set in and you ask yourself questions like: Is there a better way to approach this? Or do the things you do translate to leading a more senior group? The internal battle sure is challenging but you can always ride against the tides and this is how our today’s guest, Jay Cullinan, would put simply put it.

Jay Cullinan has been in B2B sales in the last six years and today we talk about how you can effectively manage a team of veteran sellers even as a young sales leader.

Here are the highlights of my conversation with Jay:

Jay’s coolest sales experience when he was the customer

How you as a young sales leader can influence a more senior group:

  1. Be in it with them.

As Zig Ziglar says, “Sales isn’t something you do to somebody. It’s something you do with somebody.” So you have to be on the level of your veteran sellers.

  1. Ask for their advice.

Veteran sellers have basically been in the sales filed way longer than you do. There is a wealth of knowledge you can gain so set time aside and ask for their advice. Then tailor it specifically to them. Asking for their advice denotes respect because you want to hear what they have to say.

  1. Tailor your management style accordingly.

You can’t treat everyone the same. The way you manage individuals should be different. It’s the same with how people sell. People have different ways of selling to people.

  1. Celebrate your failure with lesson attached to it.

Senior people want to be respected. Putting yourself out there in the form of a failure with a real lesson attached to it, you will get a ton of respect for it. This will also give them space to be more honest with their failures. Share your failure and put it out there and people will respect your and trust you more. Being vulnerable is one of the quickest ways to build trust.

  1. Find ways to give other people credit.

Growing your business is a marathon. The short side of leaders swallows the small wins or even the big wins upfront and that snatches motivation and progress away from your team. Swallow your pride and give away the success out to your team.

Jay’s Major Takeaway:

Everything matters when you’re dealing with customers because you’re not just being judged with competition directly, but also against everybody else they’ve come in contact on that day. Rise to the level of being the most noble person that day and you’re well on your way to success.

Episode Resources:

Connect with Jay through his blog at www.sellingwithoutselling.wordpress.com or send him an email at jaycullinan@gmail.com.

TSE Episode 349: Make It Clear

Create Distinction podcast by Scott McKain

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to www.DoBigThings.net.

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.

Register Today!

Do BIG THINGS, West Palm Beach, Florida, EMKO, Donald Kelly, Travis Thomas, The Sales Evangelist, LIVE YES AND

Donald Kelly; Shannon Pressonl; The Sales Evangelist Podcast

TSE 376: Be Confident In Your Price!

Donald Kelly; Shannon Pressonl; The Sales Evangelist PodcastHow confident are you when it comes to putting a price on the solution you offer? A lot of salespeople struggle with this and when price is getting in the way of your business or sales even when you know that you have tremendous value to offer then you better stop looking for the solution outside and start looking inside.

Today’s guest is entrepreneur and coach Shannon Presson who first learned how to coach with horses as her partners.  Shannon shares with us great, actionable insights to help you switch off that critical, judgmental voice inside of you so you can go to a place of wonder and curiosity that will open up new possibilities you think you could only imagine.

Here are the highlights of my conversation with Shannon:

How you get past the lie you tell yourself:

  1. Be authentic.

People will get you. They may not understand what they’re getting but if you’re 100% committed and passionate, people respond to that.

  1. Trust
  • When you’re ready to commit, you need to trust.
  • People buy things based on emotions.
  • Connect with the emotion, the desire, or pain of people to make them more interested in the solution you have to offer.
  1. Stop looking outside, start looking inside.

When you know this is the work you’re born to do but you don’t believe in yourself then you’re not going to convince everyone else.

Other actionable things you can do:

  • Take 100% responsibility of your story.
  • Recognize that you have story. Either you let it support you or sabotage you.
  • Be willing to own the fact that you will have a view of the world that’s not working.
  • Build coaches and mentors into your group so you’ve got a place to go to get things sorted out.
  • Change your own story. Make a switch from that critical voice to wonder and curiosity.

Benefits of having a mindset of WONDER and CURIOSITY to create CHANGE:

  • Puts you in a land of possibilities
  • Allows your brain to sort information to look for answers

Shannon’s Major Takeaway:

Your outer world is a reflection of your inner world. Always. 100% guaranteed. So if there’s anything outside of your world that is not working the way you wanted to, the answer is not outside of you, but within you. People get who you are. If you’re not connecting, start with what’s going on in the inside. When you get to the core of your life, what is it that you actually believe is possible in this situation?

Start on the inside and the outside just changes on its own.

Episode Resources:

Connect with Shannon through email at shannon@shannonpresson.com.

Unwrap Sharon’s free gift for you and get a 3-part video series where she will take you through a series of questions you can work on. SImply visit www.shannonpresson.com/freegift.

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.

Register Today! 

Do BIG THINGS, West Palm Beach, Florida, EMKO, Donald Kelly, Travis Thomas, The Sales Evangelist, LIVE YES AND


Monique Betty, Donald Kelly, The Sales Evangelist Podcast, Hiring Sales People

TSE 338: What You Must Know When Hiring Your Next Sales Rep

Monique Betty, Donald Kelly, The Sales Evangelist Podcast, Hiring Sales PeopleAre you hiring for the right reasons? Or are you just getting people on your team for the sake of filling in the numbers? Hiring is not a joke, not to your company and certainly not to the candidate. You’re basically investing your time, effort, and money as you go through this process so do yourself a favor and get it right the next time you’re hiring another salesperson on your team.

Today, we talk about Hiring 101 with the amazing executive coach Monique Betty who shares with us principles that can help sellers and entrepreneurs. Through her company CareerSYNC, Monique works primarily with professionals who have a desire to succeed in the workplace through continuously investing in their life. She works with individuals around the world especially those at a point of making a significant job change to do something completely different, those who don’t know how to position themselves in a new emerging field they want to get into, or those who simply want to invest in their leadership to step up within their organization.

Here are the highlights of my conversation with Monique:

Challenges with job interviews today:

From the perspective of a hiring manager:

  • Finding a diamond in the rough – candidates who are highly capable but haven’t had yet an opportunity to demonstrate it
  • Takes a little more work through behavioral questions and hearing candidates speak about who they’re growing toward
  • Time is of the essence

From the perspective of the candidates:

  • Not spending time to step back and get their mindset established
  • The blinders can come in and they become linear-focused so it’s difficult for them to open a natural curiosity, ask questions about the industry, and do research the past, present, and future stances of the company

What to look for during the interview process:

  1. Curiosity

He/she must be curious about the industry, the company, the hiring manager, the team.

  1. Capability to learn and grow

This person may not have directly demonstrated success, but find out if they have the capability to learn and grow.

  1. Get a peek into the candidate’s curiosity.

You can tell if curiosity is hinged on motivation. Why are they curious? It’s not so much about what gets somebody in the door, but what will keep them in the door.

Strategies for improving your selection process:

  1. Make it a conversation, not an interview.

An “interview” connotes that someone else is making judgment on the candidate which is too much power given to somebody else. Instead, look at it as a conversation. Is it the right fit for both the company and the candidate? So it’s not a one-way street.

  1. Invest in the coaching process.

This allows you to talk in a safe, confidential environment to unhinge the things that establish the narrow mindset.

  1. Look for candidates with increased self-awareness.

Ask questions like – Do you know yourself? What makes you tick? What is your life purpose? Why are you here? Why do you get up everyday and do what you do?  – If someone has a command in this kind of language about themselves, this would say a lot about them.

  1. Set the conversation with transparency.

Be transparent and make the candidate feel comfortable so they can shine in a way that’s engaging and makes you want to bring them in.

Monique’s Major Takeaways:

Whether you are the candidate or the hiring manager, transparency is key. Motivation is key. Show your candidates respect.

For candidates: Have a command of your self-awareness, enter into a conversation, and become curious. It’s more than a job. It’s your livelihood. Is it worth investing in for you? Your curiosity will send into an interview scenario with the right mindset.

For companies: Trust your instinct. If there’s something that you couldn’t put your finger on but it just doesn’t feel right, listen to that.

Episode Resources:

Visit CareerSYNC to know more about Monique Betty and the awesome stuff she’s currently doing.

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

Warren Shiver, Donald Kelly, The Sales Evangelist Podcast, Best Sales Podcast

TSE 301: 7 Steps To Sales Force Transformation

Warren Shiver, Donald Kelly, The Sales Evangelist Podcast, Best Sales Podcast A solid, performing salesforce is one of the most crucial elements in any organization. However, many salespeople tend to exhibit a strong resistance to change even when it’s called for. Change can cause a dramatic increase in your overall sales success but you have to make sure you did the right change.

So I’m bringing in Warren Shiver today to share some great insights into bringing change or transformation within an organization, why it’s needed, when it’s needed, and which parts of the organization need to be involved.

Warren is the author of the book 7 Steps to Sales Force Transformation. He is also the founder of Symmetrics Group, where they specifically focus on B2B sales effectiveness around sales forces, sales processes, skills, and training.

Here are the highlights of my conversation with Warren:

The inspiration behind Warren’s book:

Most salespeople are more resistant to change than other functional areas

Change versus transformation:

  • Most sales organizations are doing well.
  • Change can be done through training, technology, or tool improvement but not a wholesale change.
  • Companies that are a result of a merger or a competitive change, have a relatively outdated sales force where transformation is needed.

What do you need? Change or transformation?

  • Look at what’s driving your need for change.
  • How compelling your driver is will dictate the level of change you should undertake.
  • Treat your transformation or change effort like an internal sale

Should you change even when you’re hitting quota?

  1. Look at the top performers in the organization.

Identify what they’re doing well and use that in terms of the change you’re driving (ex. process, methodology, etc.)

  1. Look at your current state and where you want to go.

Look if what’s making a top performer successful today is sustainable.

What parts of the business need to be involved in the sales transformation?

  • Marketing (#1)
  • Operations and supply chain
  • IT
  • HR (recruiting profiles, competency & talent development, compensation)

Creating a vision

  • What is the value you’re going to bring in the future?
  • How is your sales force still relevant in 1 or 5 years time in maintaining relevance with customers and maintaining competitive differentiation?
  • The mindset of consultative selling

Building a personal brand versus relying on a company brand:

Build a brand around your expertise through blogs, white papers, etc.

How to know the right metrics to best predict sales success:

  • Depends on your selling model, company, vision, current state, and what you’re trying to drive in terms of change
  • Get down with a critical view

Communication of status and results:

  • The need for sustained, committed, and authentic leadership
  • First level sales leaders – the lever or linchpin of your change
  • Equip your first-level leaders to model what it could look like
  • Be able to coach and reinforce it and communicate it

Success as a barrier to sales transformation:

  • Difficulty to create a “burning” platform among your top performers
  • The challenge of finding that leader with a transformational mindset

Episode Resources:

7 Steps to Sales Force Transformation

Sale Force, Sales Management Book, Donald Kelly, Warren Shiver


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.






Join Today!

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Vidal Cisneros Jr, Donald Kelly, The Sales Evangelist, Coaching

TSE 294: Sales From The Street-“Be of Service”

Vidal Cisneros Jr, Donald Kelly, The Sales Evangelist, Coaching Breaking down the barriers between you and your clients is a tough challenge you need to overcome because that’s how you get some deals to be closed.

Today’s guest on Sales from the Street is Vidal Cisneros, speaker, author, and purpose-igniting coach. He is the man behind the Thriving Beyond Podcast. Vidal is also part of the Chicken Soup for the Soul and doing things for large publications.

Listen as he talks about his challenges and strategies he used to overcome those challenges and see results.

Here are the highlights of my conversation with Vidal:

Vidal’s biggest challenges he has faced:

  • Not coming off as salesy or pitchy
  • Dealing with clients with mindset issues

Strategies he used to overcome this challenge:

  1. Serving versus selling
  • Playing more of the “serving” role where he serves, ignites, and lights people up
  • Following up and connecting with them on a different level
  • Building things organically and one-on-one
  • If you can’t help them because their needs are not within your wheelhouse, you still connect them with other people.
  1. Setting expectations
  • What can you do and where can you take them to get to the next level that’s within your framework.
  • Seeing yourself not as a salesperson but fulfilling your purpose
  1. Letting them see you’re a real person too.
  • Share what you also went through. Share your story and connect with your client. Find where your stories bridge to build rapport and connection.
  1. Closing the deal immediately while the barriers are down
  • Not using the word “money” but putting “skin in the game” to get results
  • Closing immediately on the call once the barriers have been broken
  • Identifying their timeline and building that scarcity

Vidal’s Major Takeaway:

Just work on letting people up. Inspire them and that’s where you understand what works best for you. Tell them what the dream looks like and how far you’ve come to compel them to decide and ignite their path.

Episode Resources:

Connect with Vidal on www.vidalcisnerosjr.com or Thriving Beyond Podcast.

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

Cold Calling, Prospecting, Business Development

TSE 112: “I Already Have A Vendor, I’m Not Interested.”

Cold Calling, Prospecting, Business DevelopmentPretty much you’ve come across this line at one point in your sales career one way or another.

“I already have a vendor, I’m not interested.”

What do you do when your prospect tells you this?

If you’re the type of person who runs away from uncomfortable situations like this,  I want to help you because I was there too.

Here are two important principles you can apply to handle this objection.

  • Get uncomfortable!

Who says selling is comfortable? If you really want to achieve success in sales then you better learn to go out of your comfort zone. Selling takes a ton of guts, and if you don’t have it, then this may not be the right career for you.

When confronted with a prospect who says he or she is not interested in what you have to offer because he/she already has a vendor, that’s okay. It’s uncomfortable, yes. But don’t run. Instead, this leads to my second principle

  • Challenge them by asking questions!

Gather more information about your prospect and his/her existing vendor and use that to position your company.

You can go along these lines that I often use:

“I’m not in business of breaking up marriages, but I know no one is perfect. If there’s one thing that xyz company could improve upon, what would that be?

“I don’t suppose xyz company is a sacred cow…?”

Trust me, asking these questions would help you dig into relevant information that can allow you to learn more about what the prospect needs (that even their current vendor doesn’t offer), thus giving you the opportunity to talk about the value you could offer.

Learn more about the course!

Cold Calling Course, How to Cold Call