The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

If you don’t build trust with your customers, you’ll never close a deal—there’s no way around it! You’ve already heard how companies can build customer trust, but how can an individual seller do this? Join me and my guest, Liesl Nel, in this live coaching session as we share strategies to help your prospects feel safe and confident in doing business with you.   Meet Liesl Nel  Liesl Nel is a seasoned sales professional in the yachting industry, specializing in working with charter agencies, particularly in the Mediterranean region.  Her expertise lies in navigating the complexities of B2B sales and addressing the unique challenges within this niche market.   Building Open Relationships Liesl emphasizes the importance of maintaining open and frequent communication with agencies.  This helps address challenges proactively and assures agencies that customer data will enhance rather than compromise the customer experience. She also shares how face-to-face interactions are better for building trust ins

Sometimes, we make the sales process harder than it needs to be. If common sales methods aren’t working for you, check out this episode with my friend and guest, Gail Kasper. She shares how going above and beyond—like overnighting an apple pie—can convince a prospective buyer to do business with you. And don’t forget to check the resource section for a freebie! (No, it’s not a free apple pie.)   Meet Gail Kasper Gail Kasper, a Master Sales Trainer and author of Unstoppable and Sell Like A Cockatoo, is renowned for customizing sales programs that boost revenues and revitalize even seasoned sales teams.  With experience working with Fortune 500 companies, she sets the gold standard in sales training.   As a seasoned TV host, Gail has shared her strategies on leading podcasts and local affiliates nationwide.   Why Another Sales Book?   With countless sales books out there, why did Gail write another one? Because so many people enter sales roles without understanding what to expect.   Gail shares inno

Just because you’re talking to a customer doesn’t mean you’re the only one making an offer. So, how do you stand out in a niche-specific market when there are so many competitors vying for your buyers? In this episode, I sit down with Pinar Erzin, Co-founder of Most Sailing, to discuss how startup companies can differentiate themselves in niche markets.   Meet Pinar Erzin Pinar is the co-founder of Most Sailing, a company specializing in the luxury yacht charter industry. Her role focuses on building meaningful relationships with clients and standing out in a competitive, relationship-driven market.   In our conversation, Pinar shares the challenges and lessons she’s learned in creating a unique value proposition in such a specialized field.  Together, we explore strategies for building lasting client relationships, standing out from the competition, and adding value beyond price to succeed in niche markets.   The Power of Relationships Success in niche industries often hinges on trust and perso

Trust is everything in the customer service industry. It’s not only essential for sellers to be trustworthy; businesses must also strive to build trust with their customers. If you’re unsure on how to create strong customer relationships, tune in to my guest, Martina Hršak, as she shares actionable insights on trust-building skills. Growing Up in Croatia and Entering the Yachting Industry During her youth in Croatia, Martina never imagined herself in the yacht business due to her tendency to get seasick. Yet today, she leads MMK Systems, a company that provides the Booking Manager System, the leading software for yacht charter businesses worldwide. The Importance of Trust in Sales   To build a successful business relationship in B2B sales, customers must trust the companies they’re buying from. Martina shares how businesses trust MMK Systems with their critical data, such as personal information and finances.   Key factors that can easily destroy trust in any industry include:   Misleading s

Your prospect has rejected the deal, and now you’re unsure whether to try another sales tactic to change their mind or simply move on. This final episode of the Back to Basics series will guide you in overcoming sales objections and keeping your pipeline moving forward. Slow Down It’s natural to do everything in your power to get a prospect to say yes. This can often lead to rushing the sales process in hopes of securing that long-awaited agreement. Instead of speeding up, take a moment to pause and breathe deeply. Begin addressing the objections raised by your prospect calmly and methodically. Taking the time to regroup prevents panic and helps you avoid costly mistakes. Express Appreciation Your prospect may have valid reasons for hesitating or declining to move forward in the sales process. Acknowledge this by expressing understanding and gratitude for their time. Next, use a softener to gain permission to dive deeper into their concerns. I explain how to do this in the episode, which wil

Before visiting Dubai, I did some research to determine if it was the right destination for a trip. If I hadn’t taken a few minutes to do so, I could have ended up having a horrible experience.   This is why it’s important for you to conduct discovery calls—to ensure you and your prospect will have a pleasant experience working together. In this episode, I share the basics of a discovery call and how to set one up properly to ensure you land a deal with your prospect.   The Purpose of Discovery Calls Discovery calls are meant to determine if you and the prospect are a good fit for each other.  Too often, sales reps focus solely on their own goals instead of the prospect’s needs. If you’re only focused on reaching your quota, how can you be sure your product will actually solve the prospect’s problem?   Steps to a Successful Discovery Call   Confirm the Appointment: Before the day of the discovery call, confirm the meeting and ensure that the right individuals will be attending.   Build Rapport: Star

You’re waiting for a client to respond to your offer, but it’s taking longer than expected. How can you get them to speed up their decision? Listen to my conversation with Cindy Allis, CEO and Co-founder of Floatist, where I show her how to create urgency and close deals faster. Meet Cindy Allis Cindy Allis is the CEO and Co-founder of Floatist, a B2B tech company in the yacht industry. Currently, her industry is facing seasonal challenges, making it harder for her sales team to navigate the B2B sales cycle. In our discussion, Cindy shares some of her team’s strategies, including offering incentives to help customers make quicker decisions. I also provide tailored sales advice to address the challenges her team faces during the Q4 period. Insights on Sales Seasonality Cindy highlights the impact of seasonality on their sales process, explaining how charter companies’ pricing strategies influence their business.  She notes a recent extension in the peak season, driven by market trends and events

Sometimes, getting a prospect to say “yes” requires the right personality. But what if your personality doesn’t quite match theirs? How can you prevent them from hanging up the phone? My guest, James Buckley—the self-proclaimed phone expert and co-host of the Sell Better Podcast—is here to share the communication style you need to instantly increase your cold-call success rate. Click play and learn how to align your sales style with your prospect’s personality. Meet James Buckley After meeting James Buckley, it’s clear why he’s known as “the phone guy.” His communication style evokes emotions far more swiftly and effectively than email ever could.  James personalizes his sales approach by being authentic, intuitively connecting with prospective customers in a way that builds rapport and trust.  Thanks to his unique methods, James has become a valuable resource for both new and seasoned sales professionals.  Be sure to check out Sell Better, where he shares daily and weekly sales tips. Have the R

Here’s a shocking fact, reps don’t have to be nice in order to make a deal. Unconsciously, your need to be liked is turning you into a pushy salesperson. Listen to this episode with my guest Chris Caldwell to help you stop making this sales mistake.  Chris Caldwell’s Background Chris Caldwell is a sales trainer and expert who runs “Sell As You Are,” a company that helps sales professionals succeed by embracing their authentic selves. With experience coaching youth soccer and leading sales retreats, Chris has deep insights into human behavior and the psychological needs that drive success. He focuses on aligning beliefs and behaviors with genuine intent, offering practical strategies to foster personal power, authenticity, and commitment in sales teams. Unmet Needs in Sales How do sales reps manifest their unmet needs in sales contexts? Chris provides an analogy of parents at a youth soccer game, demonstrating how people often project their unfulfilled emotional needs onto external situations or

LinkedIn Ads are a great way to help sales teams reach their target audience with less stress. But to make them work, you’ll need the right LinkedIn Ad strategies. In this episode, I’m joined by AJ Wilcox, host of the LinkedIn Ads Show podcast. Discover his three tactics that will have prospects running to your inbox. Meet AJ Wilcox AJ Wilcox is a seasoned expert in LinkedIn advertising. He runs a podcast dedicated to LinkedIn Ads and manages a successful LinkedIn Ads agency. Initially an SEO and Google Ads specialist, AJ transitioned into LinkedIn advertising while working for a SaaS company. His expertise quickly grew, leading him to manage LinkedIn’s largest spending ads account worldwide. Why Should Sales Teams Use LinkedIn Ads? Most people avoid using LinkedIn Ads for two reasons: 1. They’re expensive 2. They believe they don’t work If you’re one of those who think Meta Ads are better than LinkedIn Ads, AJ is here to prove you wrong. He explains that LinkedIn targets a company’s audience