The Sales Evangelist Donald Kelly

Every experienced sales rep knows they must use LinkedIn Sales Navigator to build an effective sales pipeline. But, do you know how to use it correctly?
In this episode of "The Sales Evangelist Podcast," host Donald is joined by sales expert and coach Phil Gerbyshak to dive deep into the practical ways sales professionals can utilize LinkedIn Navigator to build a strong sales pipeline. 
Phil shares his passion for the toolset and a refined process for leveraging the platform's capabilities. Click play to learn how to maximize LinkedIn Sales Navigator for effective sales outreach and networking.
Getting to Know Phil Gerbyshak
Phil Gerbyshak hosts the “Sales Leadership Podcast,” offering insights to sales leaders and those aspiring to lead sales teams. 
His expertise spans mindset, skillset, and toolset in sales, and his coaching and training methods have helped many sales reps elevate their game. 
To connect with Phil, visit philgerby.com and drop him a line.
The Power of LinkedIn Sales Navigator
Phil advocates for LinkedIn's Sales Navigator, touting its superiority to the free version of LinkedIn by providing a more robust set of tools tailored for sales professionals.
He credits Sales Navigator with streamlining his outreach process and enhancing his ability to target the right connections.
Building a Winning LinkedIn Profile
Phil reminds us of the often-overlooked aspect of having a fully updated LinkedIn profile.
He stresses the importance of a current headshot and a headline clearly outlining who and how you help. This complete profile strategy is vital when prospects compare your profile to others.
Tips for a Stand-Out LinkedIn Profile
Ensure your banner portrays a clear and relevant message.
Update your featured section to break the scrolling pattern with rich media content.
Share skills relevant to your position that your prospects and customers value.
Are you ready to unlock the secrets of LinkedIn Sales Navigator and transform your sales game? Tune in to listen to the latest episode with Phil Gerbyshak and Donald Kelly. 
Phil shares the secrets to building a winning sales pipeline. Subscribe today to learn how to leverage LinkedIn Sales Navigator for outreach!
"Be more human. If you wouldn't do it to somebody sitting right next to you, why the heck are you doing it online? By using sales navigator, using some of the tactics we discussed today, you have fewer people, so it's easier to be more human." - Phil Gerbyshak.
Resources
philgerby.com
Phil Gerbyshak on LinkedIn
LinkedIn Sales Navigator
Sponsorship Offers
This episode is brought to you in part by Hubspot.
With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
This episode is brought to you in part by the TSE Sales Foundation.
Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.
Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
 

Are you tired of pouring your heart into sales deals only to watch them fizzle out at the eleventh hour? There's nothing more frustrating than a deal that stalls, especially when it is just within your grasp. 
But what if you could pinpoint why your deals are stalling and prevent it before it happens? 
In this episode of "The Sales Evangelist Podcast," host Donald Kelly shares a pivotal question that too many sales professionals overlook. Listen now to prevent your next sale from stalling and set yourself up for a cascade of successful closes!
The Stall Deal Dilemma
Donald shares his insight into a common pitfall where sales professionals are left in the dark, wondering what went wrong. 
He unveils that critical question you might not be asking—one that can make the difference between a deal stalling or sailing smoothly through your pipeline.
Mastering Communication: Asking the Right Question
Donald emphasizes the importance of this essential yet often overlooked question: "What do you see that could prevent us from partnering together?" 
Multiple variations of this question can be useful, but the core idea remains the same—identifying potential roadblocks early in the sales process. 
By tackling these issues upfront, you can avoid stalled deals and foster better communication with your prospects.
Why Don't Sellers Ask the Hard Questions?
Many sellers hold back on asking probing questions due to a lack of confidence or fear of jeopardizing the deal. 
Donald dispels these concerns, advocating for professionalism and assertiveness in sales interactions. 
By asking tough questions, you become a knowledgeable advisor and not a pushy salesman. 
Benefits of Uncovering Objections Early
Donald discusses the advantages of early objection handling, which include:
 Building trust and authenticity with your prospect.
Demonstrating your experience and foresight as a sales professional.
Enabling a clear path to address and mitigate potential obstacles.
Suppose you've found yourself staring at your phone, wondering why a once-promising prospect has ghosted you or why a deal isn't advancing as planned. In that case, this episode of The Sales Evangelist podcast is a must-listen!
Remember, this podcast is dedicated to guiding you toward dominating your deals. It's not about quick fixes but about sharpening your sales skills. Apply the insights from this episode to your sales strategies and watch your pipeline thrive!
"The question is simply asking the prospect early on in the sales process, perhaps in your discovery, after they've explained their challenges and you talk to them about your solution, and they see that this could work." - Donald Kelly.
Resources
The Sales Evangelist Sales Mastermind
LinkedIn Sales Navigator
Donald C. Kelly on LinkedIn
Sponsorship Offers
This episode is brought to you in part by Hubspot.
With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
This episode is brought to you in part by the TSE Sales Foundation.
Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.
Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, perfor

One of the most common mistakes people make when using LinkedIn is not taking the time to build authentic relationships. 
Don’t go adding hundreds of connections to your LinkedIn profile. Instead, do this!
Listen to this insightful episode of “The Sales Evangelist Podcast,” host Donald Kelly chats with guest Sabine Gedeon on the world of LinkedIn networking. Sabine shares her extensive experience and lays down a five-step process to leverage LinkedIn for effective relationship-building and networking. 
Click play now!
Meet Sabine Gedeon 
Sabine is the CEO of Gedeon Enterprises. She is also a coach, consultant, speaker, and author.  Remember to connect with her on LinkedIn to learn about her. Evolution of LinkedIn 
Sabine takes us through the history of LinkedIn, from its original use as a platform for recruiters to its transformation into a hub for marketing, networking, and community building.  She emphasizes the need for people, especially HR professionals, to engage more actively on the platform. The Five-Step LinkedIn Strategy 
Sabine outlines her five-step approach to using LinkedIn effectively. 1. Connectors Mindset: Understanding your 'why' and what you offer.  2. Value Assessment: Identifying your strengths, expertise, and opportunities for growth.  3. Ecosystems: Recognizing your network's broad array of ecosystems, such as friends and family, and political connections.  4. Inventory List: Categorizing your contacts based on their ecosystems and closeness to you.  5. Success Circles: Establish three layers of contacts—Fab Five, Core Fifty, and Essential Hundred—and regularly engage with them. Systems and Consistency 
Sabine uses systems like Streak to help maintain her networking strategy.  She also shares other methods to keep track of connections and ensure regular engagement with contacts. Importance of Human Connection 
Donald and Sabine agree on the importance of the human touch in networking.  Sabine advises treating each online interaction as personal as meeting someone at a coffee shop.  Building genuine relationships on LinkedIn doesn't have to be as complicated as you make it. If you need help connecting with others on the platform, take the time to listen to Sabine Gedeon's strategies in this episode. Tune in now!
"People are missing out on the opportunity to build and cultivate relationships before they need things. It's almost like that whole notion around making deposits before you can withdraw. People are missing out on the opportunity to create. Make deposits before they start to need the withdrawals." -Sabine Gedeon.
Resources
Sabine Gedeon on LinkedIn
Gedeon Enterprises
Bob Berg's book, "The Go-Giver."
Streak
Boomerang for Gmail
LinkedIn Sales Navigator
Sponsorship Offers
This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
2.            This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
3.            This episode is brought to you in part by the TSE Sales Foundation.
Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.
Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as f

You're about to send a LinkedIn connection request, and the platform allows you to create a personalized message.
Do you take the time to do it? Yes or no?
If you choose not to do it, you must tune into this episode of "The Sales Evangelist Podcast." Even if you said yes, still click play.
Host Donald Kelly delves into the ongoing debate surrounding LinkedIn connection requests. Should sales professionals personalize them or keep them generic? 
Discover the importance of personalized connection requests and learn how to create meaningful conversations that can lead to sales opportunities.
The Great LinkedIn Debate
Donald addresses a common question among sales professionals: the importance of personalizing LinkedIn connection requests. 
He debunks myths, points out common mistakes, and emphasizes the potential impact of a well-crafted, personalized approach.
Personalized vs. Generic Requests
Donald discusses why generic messages are ineffective and often ignored. 
He advocates for personalized messages, which he argues can significantly increase your chances of connecting and engaging with your targeted prospects.
The LinkedIn Monetization Insight
An interesting point Donald raises is LinkedIn's decision to charge for personalized connection requests. 
He interprets this as evidence of their effectiveness and a tool that LinkedIn monetizes because it works, not because it doesn't. This key insight provides a unique perspective on the platform's internal data and user behavior.
Donald's LinkedIn Connection Strategy
Listen to Donald's own methodology for LinkedIn engagement. 
His process involves Sales Navigator, account and lead list building, proactive engagement with recent posters, and meaningful follow-up through multiple communication channels. 
Donald's tactic is all about grabbing attention, starting conversations, and fostering relationships that lead to sales opportunities.
Engagement Leads to Opportunity
Donald emphasizes that engagement is the key to unlocking potential business opportunities. 
He shares personal anecdotes and client results to support his stance on using personalized connection requests to initiate conversations.
Join Donald and his colleagues for a live discussion on LinkedIn, furthering the conversation on this topic. Connect with him on LinkedIn to learn more about it.
“Do you feel that you're so unique that you are the only one asking them to connect because you have a mutual connection? That's so preposterous!” - Donald Kelly.
Resources
The Sales Evangelist Sales Mastermind
LinkedIn Sales Navigator
Donald C. Kelly on LinkedIn
Sponsorship Offers
This episode is brought to you in part by Hubspot.
With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
This episode is brought to you in part by the TSE Sales Foundation.
Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.
Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
 

Do you have full control over your sales meeting?
Is it difficult getting your prospects to go in the direction you want them to go?
You answer "no" to the first question and "yes" to the second question. Right? Well, you know what to do now!
Tune into this episode of "The Sales Evangelist Podcast," where host Donald Kelly dives deep into mastering client interactions. Within this five-minute episode, you'll be ready to take control, establish authority, and confidently guide your prospects.
Take advantage of these critical strategies that can accelerate your sales success!
Taking Control of Your Sales Meetings
The key to having a successful sales meeting is being in control of its direction. 
Donald emphasizes that while catering to the prospect's requests is essential, offering them a meeting roadmap ensures they recognize you as an expert in your field. 
The Agenda of A Guided Sales Session
To lead your sales meeting, set a clear agenda. Address the prospect's hopes and set the stage for the main goal. It's to guide them through informed choices. 
Donald suggests asking prospects what they want to learn. This is to consider the meeting effective. 
Then, build the conversation around those objectives. Also, share your expertise and insights.
Expert Advice on Pricing Queries
One common challenge salespeople face is when a prospect jumps straight to pricing. Donald advises against catering to this demand blindly. 
Instead, offer transparency about your pricing range while steering the conversation back to understanding their specific challenges and whether your service is a good fit.
Maintaining Control with A Robust Conclusion
Donald stresses that you should reserve the last five minutes to review the main points and schedule the next meeting. 
This strategy helps maintain the sales process's momentum and positions you as a prepared and experienced professional.
Join “The Sales Mastermind” for hands-on guidance and an interactive learning environment. It's an opportunity for you to practice, role-play, and get actionable tips to enhance your sales performance.
Lastly, subscribe to keep up with the newest content to improve your sales game! 
“The key is to get them to feel they're giving you all the stuff they need and want to give.” - Donald Kelly.
Resources
The Sales Evangelist Sales Mastermind
LinkedIn Sales Navigator
Donald C. Kelly on LinkedIn
Sponsorship Offers
This episode is brought to you in part by Hubspot.
With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
This episode is brought to you in part by the TSE Sales Foundation.
Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.
Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
 

Today, we're going into the archive and bringing out an episode from the best sellers in history series. Let’s talk about Mary Kay Ash and how she built her empire from the strong skill sets she developed as a salesperson.
Sales Spotlight - Mary Kay Ash
Mary Kay Ash is world-renowned for being the makeup and skincare queen.  Her pink Cadillac has become iconic. How did this come from someone who kept getting passed over for promotion?  Because she is considered to be one of the best sellers in history. Here are five reasons why: 
Had a purpose and a why Created a vision or a common cause Had a strong and impressive work ethic Had the desire to create and give rewards Willing to take action Mary Kay Ash was born on May 12, 1918, in Hotwells, Texas. For most of her childhood, she took care of her sick dad while her mother made the family's earnings. At 17 years old, Mary Kay married Ben Rogers and had three children with him before Ben went to war in WWII. Their marriage eventually ended, and Mary Kay was left with three children to care for. 
She needed to make money to feed her children, so she started working for Stanley Home Products in 1939. She’d go into someone’s home and host parties to encourage people to buy household items. Mary Kay was great at her job, and she became a top seller. By 1952, Mary Kay was hired by World Gifts. After 10 years, however, she quit her job. At that time, the sales force was mostly made up of men, and no matter how hard she tried, she couldn’t get ahead because she was a woman. She saw the men she was training were getting promoted, going onto better jobs, and they were getting a much higher wage. 
Had a purpose and a why
With $5000, Mary Kay used the money to build her empire. Mary Kay had a purpose.  She was a mother who needed to take care of her kids and a woman who wanted to see other women succeed. Mary Kay also had a vision that helped her achieve her dreams. She had a why.
As a salesperson, a vision and purpose can propel you beyond a bad sales day. For many people, a paycheck isn’t enough.  There has to be a deeper connection, something bigger. Having a purpose is the motivation that moves you to show up even when things get hard. 
Have a purpose that pushes you to create an opportunity for the people you care about the most. 
Mary Kay had a purpose that was even bigger than herself. While she wanted to care for her family, she also wanted to create something to help other women. 
Created a vision and a common cause
Every great salesperson in this series had a vision and created a common cause. Mary Kay recognized that women were undervalued in the sales industry and other workplaces. Women were not considered as capable as men.  This misconception prompted Mary Kay to build an empire that would give women the opportunity to succeed and do more. Her business opened doors for women to become six-figure earners and, as a result, became the breadwinners for their families, giving them a community where they were valued. The company grew, and by the end of its second year, it had made $1 million in product sales. 
Salespeople can also achieve greater success if they communicate a common cause to their clients. Creating a brand message that solves problems and identifying a common struggle can create a unifying purpose.  
Had a strong and impressive work ethic
Mary Kay had an impressive work ethic and worked hard. She got up every day at 5:00 AM. She said, “If you get up at 5 o’clock three times a week, you’ll gain an extra day. You need to try it a few times because you realize a great feeling of satisfaction at 8:00 in the morning when you’ve already finished what would have taken you six hours to do after 8 o’clock because of the interruptions.” 
Make it your goal to wake up early, put in the time, start working, and be productive without distractions. Allow yourself to practice and challenge yourse