{"podcast":{"title":"The Sales Evangelist","slug":"the-sales-evangelist-745326","podcast_index_feed_id":745326,"rss_url":"https://feeds.captivate.fm/the-sales-evangelist/","website_url":"https://thesalesevangelist.com","image_url":"https://artwork.captivate.fm/fe6d6bc9-634a-4afd-b1b9-2c486ff17ad8/podcast-cover-art-min.jpg","author":"Donald C. Kelly","episode_count":2000,"summary":"I believe in doing BIG THINGS! You should be earning 6 figures easily as a sales rep. But chances are you are not...yet! Sales is the most important department in every company but many sellers are never taught how to effectively sell, much less how to earn their way to high-income status. My own career limped along until a company I worked for invested in sales training to help me succeed. Immediately afterward, I closed a deal worth 4X what the company spent on me and saw hockey-stick improvement in my performance. So I started a podcast to “Evangelize” what was working. Today I interview the world's best sales experts, successful sellers, sales leaders and entrepreneurs who share their strategies to succeed in sales right now: folks like Jeffrey Gitomer, Jill Konrath, Bob Burg, and Guy Kawasaki to name a few. They share actionable insights and stories that will encourage, challenge, and motivate you to hustle your way to top income status. If you’re someone looking to take off in your sales career and earn the income you deserve, hit subscribe and let’s start doing BIG THINGS!","last_synced_at":"2026-06-26T20:21:23.816716+00:00","page_url":"https://stenobird.com/podcast/the-sales-evangelist-745326"},"episode":{"title":"Missed Quota Series: Prospecting With A Net Rather Than A Spear! | Donald C. Kelly - 1998","slug":"missed-quota-series-prospecting-with-a-net-rather-than-a-spear-donald-c-kelly-1998","published_at":"2026-05-01T10:00:00+00:00","page_url":"https://stenobird.com/podcast/the-sales-evangelist-745326/missed-quota-series-prospecting-with-a-net-rather-than-a-spear-donald-c-kelly-1998","show_page_url":"https://stenobird.com/podcast/the-sales-evangelist-745326","url":"https://thesalesevangelist.com","audio_url":"https://pscrb.fm/rss/p/clrtpod.com/m/episodes.captivate.fm/episode/af59e3be-2c21-4c9c-94fa-50a81f53c924.mp3","summary":"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? Let’s break down how to prospect in a way that leads to conversations and closed deals. Leverage Intent and Relevant Data A big part of prospecting comes down to timing. You want to reach out when buyers are already looking for a solution. That is where intent data comes in. Tools like ZoomInfo and 6sense can help you identify prospects who are actively researching solutions like endpoint protection. When you do reach out, make it relevant. Speak directly to their industry and back it up with a recent success story from a similar company. That is what helps build credibility early. Utilize Advanced LinkedIn Searching Instead of reaching out to everyone, focus on a smaller group of people who are more likely to respond. You can build a list of 30 to 40 individuals by narrowing your search. Look for people who are new in their roles or who have been active on LinkedIn in the past 30 days. You can also look at who they are connected to, especially if they follow industry influencers or are part of specific associations. That gives you a stronger starting point for outreach. Systematize Referrals Referrals are one of the most overlooked opportunities in sales. Most prospects are open to giving referrals, but very few salespeople actually ask for them. That is a missed opportunity. Start making it part of your process. When you are working with a client, ask if they know others who are dealing with similar challenges. A simple ask can open the door to warmer conversations. Target Niche Local Events Not every opportunity comes from online outreach. Smaller, more focused events ca…","meta_description":"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…","key_points":[],"chapters":[],"topics":[],"duration_seconds":968,"processing_state":"not_requested","actions":[{"name":"request_transcript","method":"POST","url":"https://stenobird.com/v1/public/podcasts/the-sales-evangelist-745326/episodes/missed-quota-series-prospecting-with-a-net-rather-than-a-spear-donald-c-kelly-1998/transcription-requests","description":"Idempotently request low-priority transcript generation for this episode."},{"name":"read_markdown","method":"GET","url":"https://stenobird.com/podcast/the-sales-evangelist-745326/missed-quota-series-prospecting-with-a-net-rather-than-a-spear-donald-c-kelly-1998.md","description":"Read the agent-friendly Markdown representation of this episode resource."}]}}