What 2,000 Sales Conversations Taught Me | Donald C. Kelly - 2000
We finally made it to the 2,000 episodes! After podcasting for 13 long years on sales conversations, it taught me a few things about the industry. Sales has changed a lot since I started this podcast ...
8 Touko 37min
The Biggest Reason Why Your Sales Pipeline Is Not Converting As It Should | Wesleyne Whittaker - 1999
Should your demo and discovery call happen in the same meeting? If you’re combining the two, it may be the reason your pipeline is not converting the way you want it to.Wesleyne Whittaker, sales profe...
4 Touko 30min
Missed Quota Series: Prospecting With A Net Rather Than A Spear! | Donald C. Kelly - 1998
40% of a seller’s time is spent on prospecting. That’s a big investment, especially when a lot of it does not lead anywhere. So how do you make sure that time actually turns into real opportunities? L...
1 Touko 16min
Missed Quota Series: They Were ONLY Selling 11 Hours Per Week! | Donald C. Kelly - 1997
Salesforce found that reps spend just 11 hours per week actually selling. That means nearly 70% of their time is spent on everything else. So where is it going? Let’s break down what sellers are reall...
27 Huhti 17min
Missed Quota Series: The AI Gap is Real...You Debate "It's A Fad, While Your Competitor Is 6 Months Ahead of Your | Donald C. Kelly - 1996
Salesforce found that sellers who use AI are 3.7 times more likely to hit quota. So what are they doing differently? Let’s break down how AI is helping sellers work more effectively and why it’s becom...
24 Huhti 14min
Missed Quota Series: Your Deal Didn't Die, Tariffs Put It on Ice | Donald C. Kelly - 1995
You’re feeling the impact of the tariffs, aren’t you? They keep your deals from moving forward. Luckily, I came up with three ways to move those tariff blocks out of the way and make everything move i...
20 Huhti 12min
Missed Quota Series: You Won Your Champion and Still Lost the Deal Here's Why | Donald C. Kelly - 1994
Today, most deals involve 11 to 13 decision-makers. Nobody wants to be the one held responsible if things go wrong. So instead of one decision-maker, you’re dealing with a full committee. That’s one o...
17 Huhti 16min
Missed Quota Series: The Dark Funnel - The #1 Reason Sellers Missed Quota In Q1 | Donald C. Kelly - 1993
A lot of sellers are working hard but still falling short in Q1. The challenge isn’t always activity. It’s timing. This is part two of the missed quota series, and I’m sharing why buyers are already f...
13 Huhti 19min
