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 Mai 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 Apr 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 Apr 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 Apr 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 Apr 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 Apr 19min
Missed Quota Series: 10 Data Backed Reasons Why Seller Missed Q1 Targets | Donald C. Kelly - 1992
A slow Q1 isn’t random. There are patterns behind why many sellers miss their targets early in the year. I’m walking through ten of those challenges and how you can turn things around.1. Tariff Uncert...
10 Apr 34min
Three Ways To Increasing Velocity & Getting Cold Deals Unstuck | Karen Kelly - 1991
Getting deals unstuck can feel frustrating, especially when you reach the end of a quarter and nothing seems to be moving. Karen Kelly, one of the 100 most powerful women in sales 2025, breaks down ho...
6 Apr 34min
