The Fortune Is in the Follow-Up | Donald C. Kelly - 1982

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show notes

show notes

Negative thinking can hold you back from success. I sat down with Benoy Tamang, an entrepreneur who has started and exited seven companies, to talk about mindset. How a leader or even an individual sales rep thinks can make all the difference in results.The Underdog’s AdvocateBenoy is passionate about helping startups, shaped by his own experiences with adversity, including racism his father faced in the British army. He sees startup founders as underdogs who sacrifice health, finances, and relationships to chase a dream. Now, he coaches tech CEOs with venture funding who are ready to grow. Through his work, he gets to learn, serve, and create alongside these founders.Overcoming Self-Doubt and FearSelf-doubt is a huge obstacle for sales professionals and leaders. Many people feel “less in their own mind” and carry fears like “I am not good enough” or “my future is at risk.”Benoy believes everyone is capable of creating their own future. His advice is to let go of a tight grip on control, take a loose grip, and stay in the flow.The Whole Person in SalesLeaders need to care about the whole person, not just the employee. Benoy encourages teams to get full physicals because undiagnosed health issues, whether mental or physical, can affect performance. How someone thinks about themselves follows them everywhere, including work.Modeling Vulnerability as a LeaderHolding reps accountable is important, but leaders also need to provide clarity, training, clear job descriptions, compensation transparency, and the right tools. Benoy stresses modeling vulnerability, rewarding it, and sharing mistakes. This helps create a safe environment where team members feel comfortable asking for help, even in competitive settings.“Show them how to win, not just tell them how to win.” - Benoy TamangResourcesYou can find more information about Benoy Tamang, his book, and his podcast, Fearless Founders Club, at techceocoach.com.Keep track of your sales activity and boost your results with the Prospect Pro sales tool.Visit Blue Mango Studios for help in creating podcast production content. 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 Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

People crave genuine connection, and that can feel harder to create in today’s AI-driven world. But when you sell with integrity, buyers trust you more and move forward with confidence. Joining me in this episode is Mark Hunter, longtime friend, professional seller, and author, to talk about his new book Integrity First Selling and his passion for authentic, trust-based sales.Why Integrity Still Matters in SalesYes, AI tools are handy but nothing can replace genuine human connection. Buyers want to know that you care enough about their problem to actually fix it. Mark defines integrity in sales as honoring commitments and refusing to sell what clients don’t need. He emphasizes that great selling is rooted in serving people, not just closing deals.Lessons Learned the Hard WayMark shares stories from his early sales career, including being fired after chasing short-term wins over long-term relationships. He reflects on a deal that ultimately harmed both the client and his company’s reputation, showing the real cost of compromising integrity. His experience reinforces that quick wins are never worth lasting damage to trust.The Power of Referrals and RelationshipsA key theme is how integrity naturally leads to referrals and repeat business. Mark encourages sales professionals to give value, speak honestly even when it’s difficult, and recommend other options when they are not the right fit. He stresses that leaders and sellers alike must model integrity and commit to the long game.“Just speak the truth 100% of the time and you're going to sleep a lot better.” - Mark HunterResourcesFind "Integrity First Selling" on Amazon or visit thesaleshunter.com for more resources.Check out my past episode 426 with Mark to hear his advice on high profit prospecting. Keep track of your sales activity and boost your results with the Prospect Pro sales tool.Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.Visit Blue Mango Studios for help in creating podcast production content. 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 Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

You’ve been working on closing a deal for the last six months, but you thought you would have closed it three months ago. Why didn’t you reach your deadline sooner? I’m going to tell you why in this episode and show you how you can shorten your sales cycles.Why Are Your Sales Cycles Longer?I’ve found there are several reasons sellers experience longer sales cycles:Fear of making mistakesJob security concernsReliance on decision-making committeesBut remember, you’re a consultant. Your job is to guide buyers to understand why your product is the solution to their problems. Don’t be an order taker. Lead with confidence to help move deals forward faster.Introduce a Mutual Action Plan EarlyThe first step I share to shorten your sales cycles is creating a mutual action plan. You go over clear expectations and timelines with the prospect to let them know what their buying journey will look like.Multi-ThreadingThere are way more people involved in closing a deal than you think. At first you may be talking to Sally, then Billy, then Jen. Keeping up with so many stakeholders can get confusing fast.If you don’t have a clear way to track relationships, tools like LinkedIn Sales Navigator can help you organize an account map and piece together your conversations across contacts.Understand Individual Stakeholder ValueYes, you’re trying to close the deal faster, but don’t rush through the sales cycle. Instead, identify what matters most to each stakeholder involved in the buying decision. Ask questions to uncover specific priorities and pain points for every committee member, not just your main prospect.De-Risk the PurchaseWith so much noise being thrown at buyers, they often don’t feel safe making decisions or find it difficult to move forward. Provide multiple purchasing options, bring in testimonials, and address concerns directly to help stakeholders feel more confident.“Every conversation you have with the team, bring it back to the value. Because the value is going to be different for each individual.” — Donald KellyResourcesKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.Visit Blue Mango Studios for help in creating podcast production content. 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 Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

show notes

I know referrals work. You just have to get them from the right people. In this episode, I am sharing three ways to get high quality referrals that will help you build your sales pipeline.Ask Your Happy CustomersThe most common way to generate referrals is by reaching out to customers who are thrilled with your service and asking for an introduction to their network. Here is the surprising part. While 90 percent of customers say they are willing to refer others, only 11 percent of salespeople actually ask. If you are not asking, you are leaving opportunities on the table.Request Referrals from Non BuyersDo not overlook the conversations that do not end in a sale. Even when someone tells you no, that does not mean the relationship is over. It is still perfectly reasonable to ask if they know someone who is dealing with the challenges your product solves. When you position it around helping others, the request feels natural and value focused.Leverage LinkedIn ConnectionsYou can also take a more proactive approach by using tools like LinkedIn Sales Navigator. Look at your customers’ first degree connections and identify people who match your ideal client profile. Then ask for a specific introduction. This method takes more effort, but when you are intentional about who you want to meet, the results can be powerful."Your goal is to get them to be able to be your evangelists." — Donald KellyResourcesKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.Visit Blue Mango Studios for help in creating podcast production content. 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 Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

Recently, a seller sent me a voice note asking why his framework is failing him every single time. I am sure other sellers are facing this same issue, and in this episode, I am going to share how to fix it. Sales is not a black and white solution. It is filled with ambiguity. My advice will help you navigate those gray areas with more confidence.Beyond the FrameworkI start by challenging the idea that just following a sales framework guarantees success.Every sales scenario has unpredictable human factors, so sticking strictly to a process is not enough. You have to be ready to adapt and read the situation in real time.The Power of Reviewing the TapeOne of my biggest recommendations is to listen back to your recorded calls, either on your own or with someone you trust. This gives you a more objective perspective on what is working and what is not. I also suggest using tools like ChatGPT to analyze transcripts or get external feedback. It is a great way to spot patterns you might miss.Taking and Maintaining ControlBefore every call, set an agenda and make sure both you and the prospect are aligned on the outcomes. If you give up that control, the prospect will take the lead and that usually leads to ambiguity or stalled deals. Staying in control does not mean being pushy. It means guiding the conversation toward results.Always Secure a Next StepNever leave a meeting without scheduling the next step. I have lost deals in the past because I did not do this, and it kills momentum fast. Make it a habit to lock in what comes next before the call ends.Courage to Ask the Tough QuestionsGoing through the motions is not enough. Developing the art of sales means reading between the lines and asking the uncomfortable questions. That is what separates great sellers from everyone else. You have to be willing to challenge your prospects in a way that adds value and drives clarity."There's a lot of gray areas in sales, especially when you're dealing with humans who tend to be unpredictable." - Donald KellyResourcesKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.Visit Blue Mango Studios for help in creating podcast production content. 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 Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

There is a specific way to use AI technology to get the results you want. To show us how to do this, Dr. Eve Kedar, a community builder, enablement strategist, and educator, joins me for this episode. Drawing on her experience supporting over 18,000 AI enthusiasts, Eve shares strategies to help sales teams use AI without amplifying the overwhelm that can come with new technology.Meet Eve KedarEve Kedar is a sales enablement strategist, author, and advisor with over 15 years of experience helping sales organizations move from scattered training to scalable systems that actually drive results. She’s the author of Build a Kicka$$ SalesTeam and Build a Kicka$$ Online Community, and works with SaaS and tech leaders to improve ramp time, execution, and alignment.Eve brings a practical lens to AI adoption, focusing on cognitive diversity, real workflows, and helping sales teams use AI as a thinking partner, not a replacement.Empowering Sellers Through Cognitive DiversityWe begin by talking about how effective AI integration starts with recognizing the unique strengths each seller brings to the table. Eve explains that instead of forcing uniformity, leaders should support and amplify those differences with the right tools. She shares stories of helping one seller who is highly data driven and another who is a natural storyteller use AI prompts tailored to their individual styles. The goal is not to replace human skills, but to enable them.Practical Steps for AI AdoptionWe also break down simple, actionable steps sales leaders can take right away. For example, setting up a team chatbot such as ChatGPT that is loaded with your company’s sales processes can give both new and experienced reps targeted guidance.This helps them become more independent while also personalizing their development.Eve reminds us that leaders do not need to master every AI tool. What matters most is encouraging curiosity, exploration, and the sharing of best practices.Maintaining Humanity, Curiosity, and CreativityAnother major theme in our conversation is balancing productivity with preserving the human touch. Eve suggests gamifying prompt writing, celebrating creativity, and encouraging bold curiosity so teams do not become overly reliant on automation. While entry level roles may evolve as AI takes over repetitive tasks, sellers will be expected to think more deeply and build stronger relationships than ever before.Community and CollaborationWe also discuss the importance of leveraging AI communities, both internally and externally. Creating space for open dialogue and experimentation allows teams to learn from one another, spark new ideas, and reduce the overwhelm that often comes with adopting new technology."Cognitive diversity is a great thing on a sales team. Don’t suppress it with AI tools. Use the tools to help them, you know, amplify their diversity. But leverage the results. The outcomes are still what’s important." - Eve KedarResourcesFind Eve Kedar on LinkedIn and check out her thriving AI community for more insights and resources on AI adoption in sales.Get Eve’s books on Amazon: Build a Kicka$$ SalesTeam, Build a Kicka$$ Online CommunityKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.Visit Blue Mango Studios for help in creating podcast production content. 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 Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.