Stop Avoiding Price Conversations: Say This Instead | Donald Kelly - 1956

show notes

Deals keep slipping through the pipeline? As Q4 pressure builds, many sales teams find themselves pushing deals forward without fully understanding what is stalling them.Bob Kocis, author of The President’s Club Mindset, joins the episode to share why deals stall and what top performers do differently. Drawing from decades of experience in sales technology and executive leadership, Bob shares a practical framework built around three questions that help sales reps regain control of their pipeline and close with confidence.Meet Bob Kocis·  Bob Kocis is the President and Chief Operating Officer of Aptean and the author of The President’s Club Mindset: Inside the Winning Strategies of Tech’s Most Successful Salespeople.·  His career spans senior leadership roles across the tech industry, including Chief Revenue Officer at Continuum Managed Services, Vice President of Worldwide Sales and Customer Excellence at Ansys Inc., and Senior Division Vice President at PTC.·  Bob is widely recognized for helping organizations build strong sales cultures where top performers thrive, teams navigate complex go-to-market models, and revenue growth becomes predictable through discipline and execution.The Three Critical Questions to Prevent Slippage·  Bob introduces a simple but powerful framework centered on three questions every seller and manager should revisit throughout the sales process.o   First, why is the customer buying anything at all? This requires uncovering the true business problem, not just surface-level interest. Agenda-free listening helps reveal the real motivation behind the deal.o   Second, why are they buying from us? Sales reps must clearly articulate their unique value and help the customer envision success. This goes beyond features and focuses on meaningful differentiation.o   Third, why should they buy right now? Without a compelling event, deals drift. Building a mutual action plan creates urgency and gives internal champions a roadmap they can share.Bob Kocis’s Main Advice·  Stay curious and keep asking better questions. When deals are grounded in these three fundamentals, forecasting improves, confidence grows, and pipeline slippage becomes the exception rather than the rule.“I like this idea of agenda-free listening, right? Where you’re really listening intently and you don’t actually have an agenda, so you’re really hearing what they’re saying.” — Bob KocisResourcesGet Bob’s book: The President’s Club Mindset Connect with Bob Kocis on LinkedInJoin The Sales Mastermind at thesalesevangelist.com/mastermind.Check out Blue Mango Studios for podcasting production. 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...

It’s getting close to the end of the year, and every connection feels like it needs to turn into a deal. But how can you close a deal when prospects keep ghosting you, especially when money enters the conversation? Here are five tips to help prevent prospects from ghosting after you send a proposal.The Real Reasons Prospects Disappear·&nbsp;&nbsp;Here are two root causes of why ghosting usually happens:o&nbsp;&nbsp;The prospect isn’t truly committed to solving their problem.o&nbsp; The pricing isn’t aligned with their expectations.·&nbsp;&nbsp;Try to differentiate between prospects who are simply gathering information and those who are genuinely committed to taking action. This helps address the root causes of ghosting.Discuss and Establish the Budget Upfront·&nbsp;&nbsp;Never skip the money conversation. Sales is ultimately an exchange of money for value, so start the discussion openly and early.&nbsp;·&nbsp;&nbsp;Provide a price range rather than simply asking if they have a budget. This helps anchor the conversation and makes the topic less awkward.Understand the Buyer’s Decision-Making Process·&nbsp;&nbsp;Ask how decisions are made, when they happen, and who is involved. Go beyond generic questions like,“Are you the decision maker?” Instead, ask about their process:o&nbsp;&nbsp;Are they evaluating price only, or are features and other factors involved?o&nbsp;&nbsp;Do they use a scoring system or other internal criteria?o&nbsp;&nbsp;Who else will be part of the decision·&nbsp;&nbsp;Probing these areas helps you avoid surprises and ensures you stay involved throughout the process.Use a Mutual Action Plan·&nbsp;&nbsp;Create a mutual action plan that outlines tasks, milestones, deadlines, and responsibilities for both sides.&nbsp;·&nbsp;&nbsp;This doesn’t require fancy software. A simple spreadsheet works just fine. Having a shared plan reduces ghosting by making next steps clear and mutually agreed upon.Set a Proposal Review·&nbsp;&nbsp;Instead of emailing a proposal and hoping for the best, schedule a meeting to review it together.&nbsp;·&nbsp;&nbsp;Even a ten-minute call can make a difference. This allows you to explain details, clarify pricing, address questions, and confirm alignment before moving forward.“Sales is where you’re exchanging money for a product or a service. Why would that be awkward when that is the most important part of the whole process?” — Donald KellyResourcesJoin my Sales Mastermind to get real-world feedback, accountability, and proven strategies from fellow sellers and myself.If you need help creating content for your business, my podcast production agency, Blue Mango Studios, can help.&nbsp;Sponsorship Offers1.&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 href="https://business.linkedin.com/sales-solutions/cx/20/09/sales-navigator-podcast?src=re-pod&amp;trk=tse&amp;veh=tse&amp;mcid=6897323946090332160" rel="noopener noreferrer"...

show notes

We all know the feeling. You think an inbound deal is good to go, and out of nowhere a competitor pops up and takes it. In this episode, I walk you through why this happens more often than you think and what you can do to stay ahead when prospects quietly start shopping around.Facing the Reality of Multiple Vendors (00:02:29 – 00:05:26)●&nbsp;&nbsp;&nbsp;&nbsp;Most buyers are not talking to only one company. In fact, almost every inbound lead is comparing several vendors before they make a decision. ●&nbsp;&nbsp;&nbsp;&nbsp;I break down the numbers and talk about why you should always assume you are one of many. Even when the lead comes from a referral, there is usually another option on the table.Overcoming the Wait and Hope Pitfall (00:05:26 – 00:09:11)●&nbsp;&nbsp;&nbsp;&nbsp;Too many sellers wait and hope the deal closes. That approach usually backfires. In this part of the conversation, I share the exact language you can use to bring up competitors in a confident and natural way. ●&nbsp;&nbsp;&nbsp;&nbsp;You will also hear how to set a follow up call for a true apples to apples comparison once the buyer has done their research. This helps you stay in control and positions you as a real guide in the process.Stats That Influence Your Strategy (00:07:24 – 00:08:46)●&nbsp;&nbsp;&nbsp;&nbsp;92% of buyers already have at least one vendor in mind before they ever talk to you. Most stick with that initial list. ●&nbsp;&nbsp;&nbsp;&nbsp;I explain how this shapes your outreach, your social presence, and the way you show up early in the buying journey.Scripts and Tactics to Win (00:09:11 – 00:16:27)●&nbsp;&nbsp;&nbsp;&nbsp;Here is where we get practical. I share simple scripts to help you confidently ask which vendors they are comparing, how they are evaluating pricing, and what steps they want to take next. ●&nbsp;&nbsp;&nbsp;&nbsp;I also walk through how confidence, professionalism, and a quick thank you follow up can help you stand out and keep the deal alive.“92% of buyers start the process with at least one vendor in mind, and 90% of them end up choosing from their initial consideration list.” - Donald Kelly. Resources●&nbsp;&nbsp;&nbsp;&nbsp;Don’t forget to connect with me on LinkedIn.●&nbsp;&nbsp;&nbsp;&nbsp;Check out my LinkedIn Prospecting Course to change your level of thinking and master LinkedIn outreach.●&nbsp;&nbsp;&nbsp;&nbsp;If you need help creating content for your business, Blue Mango Studios can help. 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;&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;&nbsp;This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three...

It can pay off to borrow sales strategies from outside your usual lane. My guest, Kam Dasani, entrepreneur and investor, brings B2C secrets into the B2B sales world and uses what he has stolen from consumer marketing to make smarter moves. In this episode, he breaks down the tactics that helped him grow faster and shows how you can use them to triple your pipeline.Meet Kam DasaniKam Dasani is a former Silicon Valley tech sales rep who went from earning 120K a year in B2B sales to building a seven-million-dollar business. He applied key B2C secrets he had stolen from consumer marketing, using directness, pre-qualification, and transparency to transform his B2B approach and accelerate growth.Today, he helps others build passive income through trading and investing while encouraging sales professionals to take smart risks, stay authentic, and focus on what truly drives results.Why B2C Secrets Belong in B2B Sales (00:01:19 – 00:03:59)Right off the bat, Kam goes into showing how stolen B2C secrets can transform B2B sales, especially with their marketing tactics.From Tech Sales to Entrepreneurship (00:04:07 – 00:06:12)Kam explains how he went from earning 120K a year in tech sales to building a seven-million-dollar business. His contrarian mindset and willingness to take calculated risks shaped the B2B sales approach he uses today.Identifying B2B Sales Gaps (00:08:10 – 00:16:54)Kam highlights common gaps in B2B sales, including weak training, fear of asking tough questions, and reliance on conventional tactics. He shows how embracing risk and applying stolen B2C secrets can overcome these challenges.B2C-Inspired Sales Process &amp; Qualifying Leads (00:17:01 – 00:26:47)Kam shares how he leverages Instagram ads, direct messaging, and pre-qualification processes to improve lead quality. Using these B2C secrets in B2B sales allows him to build a stronger, more efficient pipeline.Results &amp; Key Takeaways (00:29:15 – 00:34:12)Kam reveals the ROI from transparent, pre-framed sales calls and targeted campaigns. He emphasizes that allowing reps to be authentic, rather than forcing a strict “culture fit,” drives real results in B2B sales."Imagine if we could take some B2C secrets and apply them to B2B sales to fill your funnel and create far more opportunities than you have right now, increasing sales and generating more commission." - Kam Dasani.ResourcesFollow Kam Dasani on Instagram at @profitwithkam and connect with him on LinkedIn to stay inspired by his journey and strategies. Head to bluemangostudios.com to see exactly how my podcasting agency can help you create and grow a podcast that entertains, educates, and brings in quality leads.https://www.instagram.com/profitwithkamSubscribe on LinkedIn&nbsp;https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7396352571981889536Sponsorship OffersThis episode is brought to you in part by HubSpot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course....

In this episode, we delve into the world of cold outreach with Fernando Pires from Snov.io. Discover groundbreaking insights derived from their analysis of 44 million cold outreach campaigns and learn how to enhance your LinkedIn and email strategies to maximize responses and build connections. Tune in to uncover the secrets that could significantly boost your outreach success.LinkedIn Outreach Tactics● Data shows that sending connection requests without a message can yield a 3% increase in acceptance rates compared to those with messages.● The human tendency to judge based on profiles quickly favors simple connection requests over potentially off-putting sales pitches.● For optimal outcomes, engage with prospects before sending connection requests to establish a common ground.Effective Email Strategies● Tracking emails can be crucial for marketing but detrimental in sales; focus on replies instead of opens to enhance engagement.● Plain text emails outperform those with images or attachments, ensuring better deliverability and higher reply rates.● Use personalization in your emails to connect deeply with leads; mention specific, relevant details that resonate with them.Multi-Channel Campaign Insights● Engaging prospects through multiple channels increases visibility and response rates, with LinkedIn DMs achieving up to a 10% reply rate compared to email's 2-5%.● Combining outreach methods (email, LinkedIn, etc.) helps build trust and familiarity with potential clients, driving higher engagement.● Prioritize server matching in outreach campaigns to improve deliverability rates and overall effectiveness.Homework Challenge or Action Steps● Test your next batch of LinkedIn connection requests without messages for improved acceptance.● Create a plain text email outreach campaign focusing solely on obtaining replies rather than opens."Even if that were the reply you negative, you know, I'm not interested but you're interested enough to take your time and reply to that person." ● Fernando Pires.Timestamps● 00:00 ● Introduction● 01:18 ● LinkedIn Outreach Tactics● 09:51 ● Effective Email Strategies● 17:52 ● Multi-Channel Campaign Insights● 29:02 ● Closing thoughtsResources● Snov.io ● Learn More About Our Services-https://snov.io● Connect with Fernando Pires on LinkedIn-https://www.linkedin.com/in/fernandopiresMy LinkedIn Prospecting Course will show you exactly how to start attracting more prospects right away. And don’t forget to connect with me on LinkedIn! www.thesalesevangelist.com/linkedinSponsorship 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 Training.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 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.

It’s time to face the truth! Single point sales don’t work anymore. In this episode, Catherine Oliver, the ambassador at SDR of EMEA, breaks down why the single point sale approach is falling apart in today’s B2B world and what you should be doing instead.Why the Single Point Sale Is Dead (00:02:01 – 00:04:57)Catherine Oliver breaks down why modern deals are decided by committees, not solo buyers, even in SMB and mid-market spaces.&nbsp;If you are still selling to one person, you are missing key influencers, creating blind spots, and slowing down your entire pipeline.Overcoming Lazy Selling: 3 Simple Strategies (00:05:09 – 00:24:09)Account Mapping and Early Multi-Threading (00:05:41 – 00:09:20)Catherine explains why you need to talk to multiple stakeholders from the start, no matter the size of the company.&nbsp;Even when your first contact cannot buy, the insights you gather across departments give you the information you need to approach decision-makers with stronger, more relevant messages.Tailoring Messages to Each Stakeholder (00:15:24 – 00:17:07)Forget the one-size-fits-all pitch. Catherine shows how to speak to what each stakeholder actually cares about, whether that is revenue, workflow, or financial outcomes, so you can build trust and real alignment.Leveraging Multiple Channels (00:19:55 – 00:24:09)Email alone will not cut it. Catherine encourages sellers to use a mix of outreach methods including phone, social, text, and even WhatsApp or Facebook depending on the region so you can connect with people and avoid the common delete and ignore routine.Fluidity in Sales and Continuous Evolution (00:24:10 – 00:25:37)Catherine talks about the danger of relying too heavily on old habits, and the conversation reinforces how easy it is to fall into routines that no longer serve you.&nbsp;An example is the idea of keeping the same call block every day, which sounds productive but can backfire when prospects are consistently unavailable."Every strong seller needs to adjust their message for each stakeholder. You can’t walk in with a generic, my product does this pitch." - Catherine Oliver.ResourcesConnect with Catherine Oliver on LinkedIn and let her know you heard her on The Sales Evangelist Podcast.Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the 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...

Can agentic AI truly streamline pre-qualification in the sales process? To explore this question, I invited Caroline Onyedinma, an AI sales innovator who bridges the worlds of AI, marketing, and technical strategy. With her deep expertise, Caroline explains how agentic AI can be integrated into key stages of the sales cycle to help sellers stay focused on high-impact activities instead of getting buried in manual tasks.What Agentic AI Is and Why It Matters (00:02:06 – 00:03:07)Caroline Onyedinma walks through her 20-year journey from software engineering into AI-powered marketing. She breaks down agentic AI in a simple, practical way, showing how it builds on solid, user-focused software principles. What excites her most is that tools once reserved for big enterprise teams are now accessible to entrepreneurs who want to save time, stay efficient, and scale their businesses.Agentic AI in the Pre-Qualification Stage (00:03:09 – 00:07:30)Caroline explains how agentic AI can transform pre-qualification. By analyzing inbound calls and questionnaires, tools like VAPY help sales teams automate initial filtering, identify high-intent leads faster, and make sure no prospect slips through the cracks.Every caller gets a timely, personalized response, without adding more work for the team.How AI Agents Support Technical Sales (00:12:16 – 00:17:00)Caroline also talks about how agentic AI can act as a technical support partner for sales teams. These AI agents can tell product stories, answer complex questions, and pick up on conversational cues to personalize the experience and even guide upsells. They can adapt in real time, share relevant details, and trigger helpful actions like sending summaries or payment links to keep the deal moving forward.Advice for Sale Leaders and Using AI Tools (00:20:41 - 00:22:00) Caroline shares simple, practical advice for sales leaders who want to explore agentic AI but aren’t sure where to start. She recommends choosing one specific challenge in the sales process and using AI to solve that single, manageable problem before expanding further. Once that first win is in place, you can identify the next challenge and continue building your AI workflow with clarity and confidence."Agentic AI builds on the principles of robust, cohesive software, and now it’s moving from enterprise to entrepreneurship, helping us grow our businesses and make better use of our time." - Caroline OnyedinmaResourcesReach out to Caroline Onyedinma on LinkedIn or Instagram and let her help you solve one problem at a time with practical, powerful AI solutions.Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the 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 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...

1950 | How can I connect with a prospect who is not responding?In this episode, Donald Kelly tackles a common challenge faced by sales professionals: how to effectively follow up with a prospect who isn't responding. Learn actionable strategies that help maintain connection without crossing the line into annoyance, ensuring your efforts yield the results you desire.Understanding the Prospect's Perspective● Recognize that busy prospects may overlook messages, not outright ignore them.● Acknowledge the importance of persistence, as demonstrated by the client who called five times before getting a response.● Approach follow-up with empathy, knowing that a prospect's priorities may not revolve around your offer.Diverse Communication Channels● Use multiple methods to reach the prospect, including phone calls, emails, and texts to maximize your chances of connecting.● Follow up via LinkedIn, utilizing both messages and comments on their posts to keep the conversation alive.● Consider creative solutions like using WhatsApp or a different phone number to break through communication barriers.Effective Follow-Up Strategies● In emails, pose clear questions in the subject line to prompt quick responses.● Utilize voice messages to add a personal touch, making your follow-ups memorable.● Engage with the prospect’s interests by tagging them in relevant posts or articles, fostering a connection based on shared industry insights.Homework Challenge or Action Steps● Reach out to a non-responsive prospect using at least two different communication methods.● Experiment with a new strategy for follow-up, such as sending a video message or leveraging LinkedIn more creatively."Is there one Ryan, one reason, one way, one method? No, this is sales. Get used to it. You have to be creative." ● Donald Kelly.Timestamps● 00:00 ● Introduction● 00:20 ● Understanding the Prospect's Perspective● 02:42 ● Diverse Communication Channels● 05:03 ● Effective Follow-Up Strategies● 12:39 ● Closing thoughtsResourcesWhich side are you on? Connect with me on LinkedIn and let me know.Check out my LinkedIn Prospecting Course to change your level of thinking and master LinkedIn outreach.If you need help creating content for your business, my podcast production agency, Blue Mango Studios, can help.&nbsp;We specialize in YouTube video production, AI content writing, and social media strategy to grow your brand and reach the right audience.Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.This episode is brought to you in part by the TSE...