Guest Donald Kelly - Host of The Sales Evangelist Podcast - 110

Guest - Donald Kelly, Host of The Sales Evangelist Podcast Donald Kelly joins us on the podcast, I think he is the first Miami Dolphins fan we have had on the show.  We recorded this episode in August, and date it a bit with talk of 3 quarterbacks & 4-2 Jets records, given that the Jets are currently 1-3. Donald started off as a B2C Sales rep, and made the transition into B2B before starting the TSE Podcast, the Sales Podcast Network, and his coaching & training practice.  I hope you enjoy the discussion as much as I did.  Thanks for your patience with the Jets vs Dolphins banter.  Questions Addressed Who is Donald Kelly? What are some things that happened last year that have led to this year's success? What was the struggle between "I need to bring in others", instead of "doing it myself"? What patterns has Donald Kelly identified while recording 950 episodes? What is Donald's approach to helping people solve problems? Everybody can sell, what does this mean? Dolphins/Jets talk  Key Takeaways When Donald first made the transition from B2C to B2B, it was like being smacked in the face This experience reinforced the importance of training.  Donald was fortunate to work with an organization who valued training. Donald started sharing his experience on his podcast in 2013. TSE the startup launched in 2015 2018 has been Donald's best year yet - why? Focus Thinking Big - not limiting himself or his team by thinking small. Overcoming Imposter Syndrome was important. Use what you know, and leverage this to build a community. Donald added a BDR in 2018 and a virtual assistant I can do it, does not mean I should When thinking about the transition from B2C to B2B, realize that the sales principles are the same.  However, the value you bring changes Get past your beliefs, outside of your echo chamber. There is an advantage to having other eyes on a task Anyone can sell. If they have the desire Process is critical Coaching and guiding people Planning and structure - prioritize and execute If your body is the business, sales is the lifeblood For every problem, there is a solution Identify the problem, then go 5 WHY's deep The first problem is likely not the real issue Don't just prescribe a solution Discover Identify what we have done in the past to fix it Put a plan in place Experiment Know that your client wants to win Everyone can Sell  There is a process, follow the process Identify your process Know your buyers Donald knows his team better than I do. Dolphins are 3-1 Jets are 1-3 Show Links TSE Hustler's League Sales Podcast Network Podcast Movement Simmons Episode of TSE 12 Week Year EP 80 OODA Loop with Dave Berke Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  Sales is a Thinking Process.