The Planning Hack That Prints Money | Donald Kelly - 1933

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AI can do a lot, but it’s ineffective when it comes to building relationships with prospects. Even though creating connections is important, most sellers tend to struggle with this. I invited my guest, Ravi Rajani, a sales coach and author of Relationship Currency, to join me in this episode to discuss his newest book. He shares what inspired him to write this book and why sellers need to focus more on building relationships to create strong pipelines.The Origins of "Relationship Currency"· To start, Ravi discusses what inspired him to write his first book. He shares a funny story about talking to his mentor about the idea of writing a book while having a second baby on the way. · Looking back on his career and life, he noticed how much his relationships influenced his success. He learned that by building trust and communication skills, other sellers can achieve the same success.The Central Role of Trust· Would you be friends with your bestie if you didn't trust them? Your prospects feel the same way when it comes to doing business with you. · Trust is the glue that holds relationships together. In his book, Ravi talks about the "Three Cs" of trust:o  Connection (the emotional bond)o  Character (your invisible values)o  Competence (showing expertise without being overbearing)·  You need all three to establish lasting trust, whether with clients, colleagues, or partners.The Art of Listening and Empathetic Questions·  Ravi explains how surface-level questions yield surface-level relationships, but conscious questions develops deep relationships. ·  A “conscious question” is rooted in positive intent and service. For example, instead of “How are you?” ask something you know the other person is emotionally invested in.Five Habits to Build Relationship Currency· Here are the five habits that help build the Three Cs:o  Transform Your Internal Story: The relationship you have with yourself sets the tone for all others.o  Ask Conscious Questions: Rooted in service and positive intent; paired with deep listening.o  Unearth Your Charisma: True charisma makes others feel significant.o  Tell Stories That Inspire Change: Especially social proof stories—show, don’t tell.o  Become the Trusted Guide: Help others achieve their goals without self-interest, bringing all habits together.Ravi’s Advice for Leaders: Model the Change· If you want your team to be more passionate or authentic, you need to model that energy and intention yourself.· Reinforce these behaviors by acknowledging team members who practice them.· Genuine compliments go a long way—they activate the same brain areas as financial rewards!“I believe that the only currency that has mattered is relationships. And the only currency that will matter moving forward is relationships, especially in a world increasingly being shaped by AI.” - Ravi Rajani.ResourcesRavi RajaniBook | Speaker, Coach & Consultant | Ravi RajaniRavi Rajani’s mission is to help B2B tech sales teams ditch feature dumping for storytelling so they can get their prospect’s attention, become trusted advisors and win more relationships.Sponsorship Offers1. 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

Old-school prospecting methods are making a comeback, and in this episode, I'm going to share three unconventional ones that you can take advantage of. Oh yeah, don't forget to check out my LinkedIn prospecting course at the bottom.Why Are These Prospecting Methods Coming Back?·  These techniques are returning due to the world of AI. People want to connect, and it's getting harder to do that through technology alone. ·  Also, don't think methods like cold calling and email are dead. Instead, these methods are becoming the preferred ways to build trust and find a trusted source.1. Industry Events·  One thing I've noticed about Reddit is that people love to connect with like-minded individuals to learn more about their industry. ·  Just about every industry has trade shows, which are ideal places for you to connect with trusted sources. ·  However, the key thing to remember is that you must become an insider of the trade show—not just a random attendee—to establish yourself as a trusted source.2. Referrals·  I've said this over and over again: referrals work. People love to introduce others to each other; it gives them a sense of importance. ·  It also helps establish trust and increase client acquisition.3. Channel Partners·  This method isn't as hard as you might think. The same amount of energy you spend finding one prospect, you can spend finding a channel partner. These are partners who have access to many prospects that you can work with."9 out of 10 prospects like to give referrals, and only 11 percent of sellers ask for them. Go back to LinkedIn and ask for an introduction." - Donald KellyResources·  If you like more guidance with improving your prospecting skills, join my LinkedIn Prospecting Course.·  Thinking about starting a podcast yourself? Learn more about Blue Mango Studios. Sponsorship Offers1.  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.CreditsAs 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

We’re bringing back one of our most popular episodes from the archive with Ron Tite, because the lessons are just as relevant today as when we first recorded it. As salespeople, we all know that grabbing attention and earning trust are two of the hardest (and most critical) parts of the job. Ron breaks down exactly how to do both without relying on gimmicks or old-school tactics.Meet Ron TiteRon Tite is the founder and keynote speaker of the Toronto-based agency Church+State, and the author of Think Do Say: How to Seize Attention and Build Trust in a Busy, Busy World. With a background as an executive creative director at a multinational ad agency and years of experience as a stand-up comedian, Ron brings a unique blend of creativity, storytelling, and practical business insight to the world of sales and marketing.Why Attention Alone Isn’t EnoughSalespeople are fighting for space in an overcrowded marketplace. From flashy billboards in Times Square to hyper-targeted street-level sellers, everyone’s competing for attention. But attention without trust won’t get you very far. Ron explains why chasing vanity metrics is a dead end and how to build credibility in a noisy world.The Three Anchors: Think, Do, SayRon shares a simple but powerful framework:·&nbsp;Think: What do you truly believe in as a salesperson?·&nbsp;Do: How are you reinforcing those beliefs through your actions?·&nbsp;Say: How are you communicating them authentically without falling into “pitch slap” mode? When you align these three, your outreach feels human, real, and trustworthy.Invest in Being GoodJust like comedians can’t fake being funny, salespeople can’t fake caring about their clients. Long-term success doesn’t come from gimmicks or platform-hopping, it comes from genuinely adding value and building relationships.Real-World Examples·&nbsp;Red Bull: Their entire brand is built on a belief (life with an adrenaline rush is better) and consistently reinforced through actions and messaging.·&nbsp;Ron’s own career: His first big client came not from tricks, but from trust he’d built over years.Lessons for Sales Leaders·&nbsp;Don’t hire someone hoping they’ll “save” the business—hire coachable people who are hungry to learn.·&nbsp;Give your team clear responsibilities so they can excel where they’re strongest.·&nbsp;Focus on humanity and credibility over hacks and short-term wins.“Looking for ways to seize attention and build trust may be difficult, but resist the desire to scheme. Do the hard work, be human, and focus on solving real problems.” – Ron TiteResources·&nbsp;Connect with Ron Tite on LinkedIn or follow him on Twitter and Instagram.·&nbsp;Check out his book: Think Do Say.·&nbsp;For more sales insights, connect with Donald on LinkedIn, Instagram, Twitter, or Facebook.Sponsorship Offers1.&nbsp;&nbsp;&nbsp; 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.&nbsp;&nbsp;This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at <a...

For decades, sales trainers have preached the gospel of “get to the decision-maker” or “sell to VITO, the very important top officer.” But does selling to the C-suite really unlock deals the way we’ve been told? On today’s episode, I sit down with Jessica Gilmartin, former CMO and CRO, now board member and advisor, to uncover the truth about executive decision-making. Jessica shares what salespeople misunderstand about the C-suite, why skipping over her team is a huge mistake, and how sellers can actually win executive support the right way.Meet Jessica GilmartinJessica has led marketing and revenue functions at fast-growing tech companies like Asana and Calendly. With years of experience as a CMO, CRO, and now board member, she’s been on the receiving end of countless sales pitches. Today, she advises companies on go-to-market strategy and knows firsthand how buying decisions really get made at the executive level.Stop Believing the “C-Suite Myth”Most sellers think if they can just land a meeting with the C-suite, the deal is theirs. Jessica says that couldn’t be further from the truth.·&nbsp;Executives don’t manage the day-to-day tech stack or tools their teams use.·&nbsp;For purchases under ~$50K, the decision almost never makes it to her desk.·&nbsp;When sellers bypass her team and go directly to her, it creates friction, wastes time, and makes everyone look bad.Where Decisions Actually HappenJessica explains how most buying decisions flow:1.&nbsp;&nbsp;&nbsp; Team-driven research – Department leaders and managers identify priorities, evaluate vendors, and compare solutions.2.&nbsp;&nbsp;&nbsp; Executive oversight – CMOs, CROs, or CFOs step in only for large purchases, final budget approvals, or to present to the CEO/board.3.&nbsp;&nbsp;&nbsp; Headcount limits – Even with budget, implementation resources are scarce. Most companies can only onboard a few tools per quarter, regardless of ROI.Discovery With Executives? Don’t Do It.Executives don’t want to sit through basic discovery calls. By the time Jessica is looped in:·&nbsp;Sellers should already know the pain points and budget from her team.·&nbsp;Her role is to see a tailored demo, ask a few high-level questions, and give a final yes/no.“No executive likes to be disco’d. We hate it.” – Jessica GilmartinLessons for Sellers·&nbsp;Respect the chain of command. Build credibility with the people who will actually use the tool because they’re the ones who influence Jessica’s final decision.·&nbsp;Ask about budget and priorities early. If it’s not budgeted or prioritized, it’s unlikely to move forward, no matter how flashy your demo is.·&nbsp;Understand the headcount reality. Implementation capacity is often more limiting than money.·&nbsp;Tailor your message to priorities. Especially now, AI is top-of-mind for every executive team.Lessons for Sales Leaders·&nbsp;Train your team to identify the real decision-making process inside accounts.·&nbsp;Help reps build business acumen so they don’t embarrass themselves (or their prospects) by pushing too soon to the C-suite.·&nbsp;Coach reps to champion the “Darrens” inside organizations, the VPs and directors whose recommendations executives rely on.Resources·&nbsp;Connect with Jessica Gilmartin on LinkedIn·&nbsp;Learn more about executive decision-making by joining our Sales Mastermind Class·&nbsp;Thinking of starting a podcast? Check out Blue Mango...

How can you train your sales team to choose the right leads that bring in money and not waste the company’s time? This is where the power of AI tools lies.&nbsp;To show us how, I've invited Chris Brisson, a sales automation expert, to chat with me in this episode. He shares innovative strategies to streamline lead engagement, boost response rates, and fill your sales team’s calendar with more qualified prospects.Meet Chris Brisson·&nbsp;Chris Brisson is the founder of Sales Message and Call Loop, two innovative platforms that help businesses supercharge their communication and sales processes.&nbsp;·&nbsp;He is recognized for his forward-thinking approach in leveraging SMS messaging and artificial intelligence to automate the “messy middle” of sales, freeing sales reps to focus on building relationships and closing deals.&nbsp;·&nbsp;His solutions have been game changers for organizations of all sizes, transforming the way they connect with prospects and customers.The Lead Qualification Challenge·&nbsp;Sometimes the problem isn’t finding leads, it’s having too many unqualified leads that bog down valuable selling time.&nbsp;·&nbsp;Chris shares how, when agents start using AI-powered SMS to automate lead qualification, it frees your reps to focus on conversations that move the deal through the pipeline.Why SMS Still Matters·&nbsp;You might have noticed how people rarely answer calls from unknown numbers, but they’re still highly responsive to relevant, timely text messages.·&nbsp;However, context is everything: texts must be invited and sent at the right moment to avoid diminishing response rates.AI Agents: The New Sales Assistants·&nbsp;Chris explains how AI-driven text message agents can instantly respond, qualify leads, answer FAQs, and book meetings—operating 24/7 for consistent engagement.&nbsp;·&nbsp;He details how businesses can feed these agents their unique knowledge base and continuously fine-tune their performance.Practical Implementation Tips·&nbsp;To get started, Chris recommends auditing your forms for phone number capture, ensuring compliance (10DLC), and strategically adding opt-in opportunities.&nbsp;·&nbsp;He reassures that AI-enhanced SMS outreach isn’t an overhaul, but an enhancement to existing workflows."If you don't start today, you’re going to look back in a week, in a month,&nbsp; six months, or 12 months. Like man, I should have started sooner. This is the time to integrate messaging into your business, as it is how everybody is communicating, whether it’s through text or WhatsApp. All of these different messaging channels are in the pocket conversation." - Chris Brisson.Resources·&nbsp;To try out Sales Message or connect directly, visit salesmessage.com or reach Chris on LinkedIn.·&nbsp;If you like more guidance with improving your sales skills, join my Sales Mastermind Class.·&nbsp;Thinking about starting a podcast yourself? Learn more about Blue Mango Studios.&nbsp;Sponsorship Offers1.&nbsp;&nbsp;&nbsp; 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 <a href="https://www.hubspot.com/products/sales" rel="noopener noreferrer"...

LinkedIn Sales Navigator is one of the best ways to generate leads; however, the problem is that not many people know how to use it effectively. This is why I’m sharing three hacks to help you find prospects and build your pipeline. Also, it may be beneficial for you to watch this episode on YouTube, as this will allow you to fully grasp the concept behind the tips I’m sharing with you.Lead Generation Hack 1·&nbsp;My favorite feature of Sales Navigator is the ability to search for people who are new in their roles directly within the search bar.&nbsp;·&nbsp;People new to their roles are more likely to be open to new opportunities and to make changes. You can use this as a trigger for finding leads, and I show you how to do this in the episode.Lead Generation Hack 2·&nbsp;You want to find people who are active on LinkedIn. Once again, you can use the search engine to filter out leads that have recently been posted on the platform. This helps you become relevant and send messages that speak to them.Lead Generation Hack 3·&nbsp;Try looking to see who or what companies your friends are following on the platform. I provide several examples on how to do this the right way to generate leads.Bonus Lead Generation Hack·&nbsp;Piggybacking off of hack 1, I’m giving you an extra hack. When sending them a message, congratulate them and ask them what their first order of business is in their new role. They’ll give it to you on a silver platter, and your job is to transform it into a conversation.“Reach out to those on the lower end of a team, who can give you insights into the challenges their company is facing. You can use this information to your advantage when you reach out to the new manager.” - Donald Kelly.Resources·&nbsp;If you like more guidance with improving your sales skills, join my Sales Mastermind Class.·&nbsp;Thinking about starting a podcast yourself? Learn more about Blue Mango Studios.&nbsp;Sponsorship Offers1.&nbsp;&nbsp;&nbsp; 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.&nbsp;&nbsp;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.&nbsp;&nbsp;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.CreditsAs 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 <a...

Are you trying to use AI to speed up your sales cycle, only to find it's making your prospects' experience worse? The key is using technology to your advantage, not against you.In this episode, I'm joined by Doug Foley, an expert in sales enablement and AI integration. He shares his insights on leveraging AI tools to build more meaningful client relationships and enhance your sales process from start to finish.Meet Doug Foley·&nbsp;&nbsp;Douglas J. Foley is a strategic advisor, accomplished author, and the founder and CEO of Foley Media AI, where he architects AI-driven revenue engines for CEOs, high-growth companies, and Fortune 100 organizations.&nbsp;·&nbsp;&nbsp;Leveraging frameworks such as his Customer Loyalty Framework and AI Sales Engine™, Doug delivers predictable, measurable growth and transformative EBITDA results.&nbsp;·&nbsp;&nbsp;His practical, results-focused methodologies help senior leaders confidently scale and optimize their businesses.Why AI Matters in Enterprise Sales·&nbsp;&nbsp;Doug shares his journey, outlining the frequent gaps he’s seen in sales enablement and how AI, when implemented strategically, can fill those voids.&nbsp;·&nbsp;&nbsp;Many organizations only use AI for surface-level tasks like faster email writing or market research.·&nbsp;&nbsp;Doug urges sellers and business owners to expand beyond this "tunnel vision" and embrace AI as a tool for relationship-building and holistic sales strategy.Practical Steps for Implementing AI·&nbsp;&nbsp;When leaders are training sales teams on using AI tools, Doug suggests showing them how to map out the buyer’s journey and integrate AI at key touchpoints such as post-meeting follow-ups.&nbsp;·&nbsp;&nbsp;He stresses the importance of system-based thinking in deploying AI and highlights the significant gains in productivity and customer experience that even small changes can deliver.Tips for Sales Leaders and Reps·&nbsp;&nbsp;For busy sales managers, Doug suggests starting small: introduce an "AI-first" mentality in team meetings and encourage reps to share how AI helps overcome everyday roadblocks.&nbsp;·&nbsp;&nbsp;He emphasizes celebrating early AI wins to build momentum and foster an innovative culture.Advanced AI Strategies·&nbsp;&nbsp;Here’s actionable advice for reps targeting enterprise accounts: Use AI-powered research for deeper stakeholder mapping, create hyper-relevant outreach campaigns, and build a memorable, white-glove experience for clients.&nbsp;·&nbsp;&nbsp;Doug shares that impactful AI usage means slowing down to get ultra-targeted, which leads to better results and stronger deal pipelines.“The biggest mistake most people make is they look at it from strictly efficiency...but they don’t look at it more holistically as how can I build a bigger, better relationship and use AI.” - Doug Foley.Resources·&nbsp;&nbsp;Reach Doug Foley at Foley Media AI or on social platforms as @DouglasJFoley.·&nbsp;&nbsp;If you like more guidance with improving your sales skills, join my Sales Mastermind Class.·&nbsp;&nbsp;Thinking about starting a podcast yourself? Learn more about Blue Mango Studios.&nbsp;Sponsorship Offers1.&nbsp;&nbsp;&nbsp; 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 <a...

Today's buyers are more informed than ever, thanks to AI. Yet, they remain wary of sellers who rely on it too heavily, creating a unique challenge: How can you leverage technology to enhance your sales process without losing the authentic, personal connection that closes deals?To answer that question, I'm joined by Daren Fields, a sales expert and author of the Apex 8 framework. He shares his sales methodology to help you start winning enterprise deals in the AI era.&nbsp;Meet Daren Fields&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Darren Fields is an experienced sales leader, author, and innovator in the world of enterprise and edge software sales.&nbsp;&nbsp;&nbsp;Drawing from years of hands-on selling and sales leadership, Darren has developed practical frameworks to help sales professionals stand out in today’s AI-driven landscape.&nbsp;He is the creator of the Apex8 Framework, a methodology designed to help sellers build trust quickly, leverage AI effectively, and guide buyers through today’s complex decision-making processes.Current Challenge in Modern SalesAI has transformed the buying landscape, making prospects more informed about their product decisions. This has made it harder for sellers to move deals forward, as AI technology can now deliver basic information.&nbsp;&nbsp;Daren wants sellers to think of buyers like a media interviewer who’s filled with fast information. This allows them to match the buyer’s pace and depth by using the Apex8 sales framework and prevent losing deals.&nbsp;The Apex 8 Framework: The Eight StepsThe framework has a core idea of using conscious competence to help sellers remain deliberately skillful and self-aware. The goal of sellers is to help guide buyers' thinking into a mutual success by actively discovering their true problem and validating solutions in real time.&nbsp;Sellers follow these eight steps:o&nbsp;&nbsp;Discovery – Go beyond basic questioning. Research the prospect thoroughly using AI before the call so you can dive straight into real business problems.o&nbsp;&nbsp;Prototyping – Collaborate live (e.g., whiteboarding with AI tools), showing problem-solving skills and flexibility, turning the call into a collaborative session rather than a static demo.o&nbsp;&nbsp;Validation – Actively check if you’re on the right track with the buyer; confirm you’re addressing the real problem and adjust as needed.o&nbsp;&nbsp;Rehearsal – Practice and refine presentations/demos; this is emphasized as an “art form.”o&nbsp;&nbsp;Presentation/Demo – Deliver tailored solutions based on previous steps, not generic pitches.o&nbsp;&nbsp;Finalization – If prior steps were done right, closing the deal becomes more natural and less adversarial.o&nbsp;&nbsp;Debrief – Analyze every outcome (win or lose) in a safe, blame-free environment to identify improvements and share insights across teams.o&nbsp;&nbsp;Handoff – Ensure smooth transition to delivery/customer experience teams with thorough context so clients never feel lost after the sale.Embrace the Human-AI PartnershipAI is a leveler—it helps both you and your competition.Don’t try to replace human interaction with AI; find a balance where technology enables you to be a more innovative, trusted advisor.“Everybody wants to skip through the loss and move on to the next thing. The best teacher in life is failure. The losses teach you way more than the wins.” - Daren Fields.&nbsp;ResourcesTo learn more about Daren or get his book, go to apex8book.comIf you like more guidance with...

After three to four follow-up emails, you start feeling like you're just an annoying fly to your prospects. Honestly, you're probably just buzzing their inboxes, especially if you're only sending simple "just checking in" messages. In this episode, I'll show you how to send follow-up emails that actually grab your prospects' attention.Quick StatHere's an interesting stat: It takes six to twelve interactions for prospects to respond and follow through on closing a deal.&nbsp;This doesn’t mean you have to send six to twelve cold calls or follow-up emails.&nbsp;You should probably stop sending those generic follow-up emails—they don't work.&nbsp;The act of reconnecting with a prospect is following up, so you don't have to tell them what you're doing.Use the MEDDIC Sales MethodologyGo back to your discovery call or your initial conversation to remember why your prospect needed a change in their business.&nbsp;When you talk to them again or send them a message, try something like this: "You mentioned you were using a product that wasn't working. Here's how my solution can help you."Check out episode 1923, and I share more details about the MEDDIC sales methodology.&nbsp;Other Ways to Follow UpInstead of writing a regular follow-up email, consider using data or information that isn’t directly tied to the deal you're trying to close. I tell a story of how I did this with an old prospect on a social media platform.Also, try to use more than one method of communication—this will help you stay in touch with them. I'll offer some creative ways to follow up on social media.Always bring something to the table that will help the prospect or identify an issue they may be having in their company. No matter what platform you’re using, this will help with engagement from them.“The fact that you reach out to them is following up. They are going to remember you, and you don’t have to tell them what you’re doing.” — Donald C. Kelly.ResourcesIf you like more guidance with improving your sales skills, join my Sales Mastermind Class.Thinking about starting a podcast yourself? Learn more about BlueMango Studios.&nbsp;Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.2.&nbsp;&nbsp;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.&nbsp;&nbsp;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.CreditsAs 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: <a...