{"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: The AI Gap is Real...You Debate \"It's A Fad, While Your Competitor Is 6 Months Ahead of Your | Donald C. Kelly - 1996","slug":"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","published_at":"2026-04-24T10:00:00+00:00","page_url":"https://stenobird.com/podcast/the-sales-evangelist-745326/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","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/961b2983-e9d0-4be7-bed9-706ad0b94f44.mp3","summary":"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 becoming a core part of modern sales. Maximizing Efficiency in Prep and Prospecting AI is taking a lot of the busy work off a seller’s plate, especially when it comes to prep and prospecting. Instead of spending 45 minutes digging into a single prospect, sellers can now pull together key insights in just minutes using tools like ChatGPT or Claude. That kind of time savings adds up fast. And it changes how sellers spend their day. When you’re saving 30 minutes or more per prospect, that time can go back into higher-value activities like engaging on LinkedIn or actually reaching out to prospects. AI is also making personalization easier to scale. Sellers can quickly find relevant details about a prospect and use that information to craft more thoughtful, tailored outreach without starting from scratch every time. AI as a Sales Coach AI is not just helping with research. It’s starting to act like a built-in sales coach throughout the deal cycle. Sellers can use it to think through different scenarios before a call ever happens. By plugging in meeting notes or past conversations, AI can highlight potential risks and help them prepare more effectively for discovery. It’s also useful when it comes to handling objections. Instead of guessing how to respond, sellers can use AI to brainstorm different approaches, especially when they’re up against a specific competitor. And before a deal moves forward, AI can help pressure test it. Sellers can ask it to find gaps, weak points, or anything they may have missed so they can tighten their approach before presenting a solution. \"You're shrin…","meta_description":"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 se…","key_points":[],"chapters":[],"topics":[],"duration_seconds":844,"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-the-ai-gap-is-real-you-debate-it-s-a-fad-while-your-competitor-is-6-months-ahead-of-your-donald-c-kelly-1996/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-the-ai-gap-is-real-you-debate-it-s-a-fad-while-your-competitor-is-6-months-ahead-of-your-donald-c-kelly-1996.md","description":"Read the agent-friendly Markdown representation of this episode resource."}]}}