Thu, 3 January 2019
It's The Sales Evangelist 1000th episode and Stephen A. Hart from the Trailblazers.FM Podcast is conducting the interview while Donald Kelly answers the questions.
This podcast started five years ago after Donald attended sales training to try to improve his performance. He started seeing some gains, and he figured the very least he could do was tell other people what was working for him.
He realized along the way that he would get to interview great guests like Jeffrey Gitomer who would share a wealth of information and he was hooked. Donald wanted to share sales content that would help himself and others at the same time.
Blessings and opportunities
The greatest benefit to a podcast like this is the relationships you build. There's a camaraderie and people want to help each other. [05:50]
Perhaps it's because the medium is so new, but a lot of podcasters are connecting with each other to share experiences.
People have become like family, and many business opportunities have emerged from it.
There's a whole crew of people in the background who help create the content, and it's blessing people along the way.
After Donald jumped ship from his full-time job in 2015, this lifestyle business allowed him to travel and speak in different parts of the country, and it all stemmed from the training and consulting that has developed.
The podcast is officially five years old, which amounts to about 10,000 work hours. According to Malcolm Gladwell's theory that it takes 10,000 hours to become an expert, Donald is officially an expert podcaster now.
The story started when Donald was working at a software company in Boca. His plan was that at the three-year mark, he wanted to go back to grad school for an MBA. [10:11]
The other alternative was that he would launch a startup.
TSE started as a hobby because Donald had done B2C in high school and college. Now, he transitioned to B2B, but he didn't know how to talk to people or set up business opportunities.
His company provided training and he discovered a love of teaching and an excitement about the content he had learned.
He paired his love of teaching and his desire to be the center of attention, and it was a perfect marriage. Edutainment allowed him to educate and entertain at the same time.
Birth of a podcast
Jared Easley introduced Donald to the world of podcasting despite the fact that Donald knew nothing about it.
He started by listening to Seth Godin's Startup School, a podcast that featured Seth guiding 30 entrepreneurs through the process of launching a dream business. [11:46]
He was still debating startup or college, and he realized that a startup didn't have to mean developing a product. Donald didn't see how the podcast was going to make money, but he launched it as a hobby.
The platform existed six months before the podcast did, but Donald recalls that he had to get over the worry and just pull the trigger. He had to stop worrying about how it would sound and what people would say about it.
He eventually decided that he had something valuable and he needed to share it. When he got out of his own way, the money started coming in.
When Donald started producing content that benefited the people around him, people started to raise their hands and seek his help.
[Tweet "Done is better than perfect. #TakeAction"]
Donald calls episode 1 cringe-worthy. He says he was nervous and afraid throughout it. He was self-conscious about his voice, and he didn't own his personality. [15:29]
Donald also wishes he had done video much sooner. He was afraid of the comments people would make and that fear kept him from producing video.
Donald also wishes he had known that people don't know what you have to offer until they know what you have to offer. He was afraid of sounding pushy, so he was apprehensive about sharing what he knew.
Take more action. Get out of your comfort zone. Get out of your own way.
Despite the late start to the video world, TSE is getting into video now, so it's better late than never.
Donald points to the burned-ship theory that dates to sailors who were either going to burn the ships and win the battle or die on the seashore. There was no escape.
If you've burned the ship, there's no alternative, so you have to make it work. Those men are the master of their own destiny.
Although Donald could still be employable in the sales realm if necessary, he doesn't want to use that as a parachute. [19:27]
The "no's" can't hinder him. He either has to conquer or die.
He realizes that the "no's" aren't personally directed at him.
Donald's desire to provide for his family drives his passion and his motivation. He wants to make things happen so that his family never has to be in the predicament of being homeless again. [21:50]
Those dark moments such as the first lull in listenership can plague podcasters.
Although numbers are great for measuring, Donald got too focused on the numbers. He started to compare too much and he neglected his own community.
When the website was down for a prolonged period in 2016, he started to feel tremendous stress. For 1-2 months there was no new content.
He worried about losing listeners and the huge setback that might come. He wasn't sure he would be able to continue because there were so many technical problems.
You can't succeed in a silo. Name any company and you can almost guarantee that they had help from some outside forces. [29:17]
The term entrepreneur is deceptive because there's really no single person who creates a business. Donald avoided asking for help because he was embarrassed and he thought he was supposed to know how to solve the problem.
Advice and discussion help people share their burdens and to recognize that they can benefit from other people's input.
People who succeed do so because they partnered with others for good. There are people who are willing to partner strategically to make things work. [31:57]
All of his guests who have had success did so because they found synergy in the people they worked with.
Look at Henry Ford and the number of companies that spawned from his invention. Tire companies, radio companies, and other companies developed because of it.
You can't be a lone wolf and you must be willing to admit that other people might be able to do things better than you can.
Don't be afraid to sell yourself. People in post-recording conversations advised Donald that he was charging too little.
Customers aren't paying for one hour of guidance or coaching. They are paying for 15 years of experience. [35:23]
Be aware of your worth. If you undervalue yourself, no one will willingly pay you more. Ask for more than you're comfortable asking for.
Always push yourself for bigger and better things.
Once you push outside of your comfort zone, you'll evolve. You'll find yourself doing things that once scared you.
Preparation helps us avoid the emotional rollercoaster of sales. October Donald should be helping December Donald. Salespeople must plan much further out than they can comfortably do. [38:50]
If you know you need 5 deals, you should put 7 or 8 in your pipeline. Never ease up off the gas. Have a systematic approach.
When Donald coaches people, he helps them see beyond the now. He helps them develop a system that prevents lulls.
Donald remembers wanting to be included on a list of top sales podcasts. [44:01]
He refers to the power of "coopertition," where people become allies.
As a track athlete, he learned that when you're turning back to see where other people are, you aren't aerodynamic anymore. You lose your focus and you slow down.
Instead of looking to see where other people are, look toward the finish line. Compete against your own yesterday instead of competing against others.
Future of TSE
The Sales Podcast Network will continue to grow and offer a community of salespeople who will encourage one another. [50:57]
If TSE ever gets boring, maybe the day would come when it would be "sunset."
TSE will continue to grow. The goal on sponsorship side will eventually separate so that the training organization will separate from the media company side.
TSE will seek to double its revenue, and ultimately the platform will be bigger than just a podcast.
TSE has been a huge influence in the podcasting space by encouraging those people who are in the community.
The Sales Evangelist 1000th Episode resources
Connect with Stephen A. Hart and check out his Trailblazer.FM Podcast.
This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same.
Previously known as TSE Hustler's League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.
This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It's super easy, it's helpful, and I recommend that you try it out.
You'll receive real-time alerts anyone opens an email or clicks a link.
I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.
If you haven't already done so, subscribe to the podcast so you won't miss a single episode, and share with your friends!
Mon, 15 January 2018
Today, we dig deeper into the core behind your motivation. What drives you? There are a lot of different things that drive people. But at the end of the day, of course, you want to gain some money. Personally, I joined the sales industry because I saw the opportunity to increase my income. I didn’t […]
The post TSE 747: What Do You Desire the Most as a Salesperson? appeared first on The Sales Evangelist.
Tue, 19 September 2017
Feeling down lately? Been getting rejection after rejection? Are you on the verge of giving up? Don’t give up just yet otherwise you could be missing out on greater opportunities to come. Persistence is key. Today’s guest is Dr. Clarence Lee, Jr. He is the author of Persist: How to Beat the Things that Make […]
The post TSE 663: Persist: How To Beat The Things That Make Us Quit appeared first on The Sales Evangelist.
Fri, 15 September 2017
How can you stay motivated even when things are not going so well? Today’s guest is Brian Biro, America’s Breakthrough Coach, and he shares with us why people actually are not overachievers and how you can stay motivated to keep you on top of your sales game. Brian has been speaking for over 20 years. He […]
The post TSE 661: How To Stay Motivated…Even When Things Are Going Bad appeared first on The Sales Evangelist.
Fri, 9 June 2017
We’re basically in the middle of the year, how’re your sales going? Are you slowly finding yourself in a rut? Especially, if you’re not where you want to be at this point, this episode is going to help lift your spirit up. Allen Brouwer is going to talk to us about motivation and setting goals. […]
Sat, 13 May 2017
Motivation is a huge part of every salesperson’s success. But how do you actually stay motivated especially during those tough times? Today’s guest is a motivator and excited Shawn Anderson and he’s going to help you get pumped up to sell and hustle. Shawn shares with us how you can get motivated as well […]
The post TSE 551: How Can I Get and Stay Motivated Everyday? appeared first on The Sales Evangelist.
Fri, 24 March 2017
Still making excuses? I’ve got to tell you man, just stop. Our guest today is someone you can definitely draw inspiration from. Dre Baldwin is an overseas professional basketball player having played through eight different countries in the course of nine years. After graduating from Penn State University, Dre has written books and has done […]
The post TSE 536: How to Develop an Unstoppable Drive to Sales Success appeared first on The Sales Evangelist.
Mon, 30 January 2017
TSE 497: What Are The Main Factors That Negatively Affect The Performance of Really Good Sales People?
No matter how good you are as a salesperson, there are times when you could fall into situations that could pull you down. So it’s vital for you to be able to figure out a way to fix those problems and move on. Today, I’m going to share with you some insights and comments I […]
Mon, 9 January 2017
TSE 483: The Self-Motivation Handbook-“Do What Needs To Be Done, Even When You Don’t Feel Like Doing It”
Lacking some self-motivation? Well, my guest today is just the man that you need. Jim Cathcart is a sales expert, a professional motivational speaker, and a musician. He’s going to share with us some strategies and principles from his recently released book, The Self-Motivation Handbook which he has developed and used over the years as […]
Wed, 28 December 2016
What better way to end 2016 than by drawing inspiration from our guest today, Damion Lupo, an entrepreneur and author of several books. He lost his business once but he was able to rise from that and become the very successful, wise man that he is today. From selling Nintendo games when he was 11 […]
The post TSE 476: How I Lost My Business And Rose From It A Victor appeared first on The Sales Evangelist.
Wed, 14 October 2015
What do you think every salesperson needs to have to get things going in this highly competitive selling world? One word, ten letters, four syllables. M – O – T – I – V – A – T – I – O – N In today’s episode, Vernon Foster II shares with us how you […]
The post TSE 206: Sales From The Street- “Hustle & Motivation” appeared first on The Sales Evangelist.
Fri, 14 August 2015
Marc is the coach of coaches. He works with coaches, helping them build stronger businesses, get more clients, and have more fun doing the business. He is also the genius behind Natural Born Coaches, a podcast dedicated to the coaching business. Marc not only has an entrepreneurial side but a sales background as well, having […]
The post TSE 178: Sales Motivation From The Coach of Coaches with Marc Mawhinney appeared first on The Sales Evangelist.
Wed, 5 August 2015
Have you ever found yourself at the bottom of the barrel? If you think you’re struggling with your sales quota and feel like you have the whole world on your shoulders and want to give up… Better think again… I was on a mini-speaking tour this past week attending the Podcast Movement, a discussion at […]
The post TSE 176: How I Was Motivated By Students At Cal Poly appeared first on The Sales Evangelist.
Tue, 3 February 2015
This is the Sales Evangelist Coaching Bootcamp! The 20% top performers bring in 80% of the business. They do, think, and work different. They use a different methodology than the 80% average sellers. Here are some coaching tips to get you moving and get results: Outwork yourself. Do one more call. You might get in […]
The post TSE 110: TSE Sales Coaching Bootcamp-“Outwork Yourself” appeared first on The Sales Evangelist.
Fri, 23 January 2015
Brace yourself guys! This episode comes with an explosive, wealth of really good, motivating and happy information. Being his second time on the show, Ralph Quintero talks about the power of storytelling to achieve success in sales, the key aspects or fundamentals of being a good salesperson, turning so-called failures into positive things, surrounding yourself […]
The post TSE 107: 6 Things Every Seller Must Do To Stay Highly Motivated appeared first on The Sales Evangelist.