Stop Quitting So Fast | Donald C. Kelly - 2007

So many sellers quit within their first few months in sales. Honestly, I think many of them give up too soon. Sales isn't easy, but success often comes down to staying committed when things aren't going your way. I'm sharing why determination matters, how to push through rejection, and why the sellers who keep going are often the ones who eventually succeed. Why Determination Matters in Sales Early in my college years, I found myself stranded in California with a friend during a business trip. We had no transportation, limited options, and needed to get back to our hotel. Instead of giving up, we stayed focused on finding a solution. Because we were determined to make it back, we noticed opportunities that we might have otherwise overlooked. That experience reinforced a lesson I've carried with me ever since: when your reason for succeeding is strong enough, you'll find a way through obstacles that might stop other people. Stop Letting Fear Hold You Back One challenge many sales professionals face is the fear of rejection. Too often, sellers hesitate to follow up because they worry about being annoying or reaching out too many times. But if you genuinely believe your solution can help someone solve an important problem, then it's your responsibility to start the conversation. Most buyers won't remember how many times you called or emailed. They'll remember the value you helped them create. Use AI to Prospect Smarter Persistence is important, but that doesn't mean wasting time on the wrong opportunities. Today's sellers have access to AI tools that can help identify companies experiencing specific challenges and uncover prospects who are more likely to engage. Instead of blasting generic messages to thousands of people, you can narrow your focus and spend time with the accounts that matter most. The goal is simple: become more relevant and intentional with your outreach. Take a Multi-Channel Approach Prospecting works best when you meet buyers where they are. That's why I encourage sellers to combine phone calls, emails, and LinkedIn outreach. Some prospects may respond to email, while others prefer social engagement or a direct conversation. Using multiple channels increases your chances of reaching the right decision-maker at the right time. Get Back to the Fundamentals At the end of the day, sales success still comes down to the basics. Believe in your solution. Build a targeted list. Stay focused on the people you can help. Most importantly, remain relentless when obstacles appear. The sellers who succeed are often the ones who keep moving forward long after everyone else has decided to quit. “If you have a reason strong enough, no obstacle can stop you.” - Donald C. Kelly Resources Ready to transform your prospecting strategy? Check out Episode 1996 https://thesalesevangelist.com/episode1996/ to learn a powerful new method for using Claude to achieve a refined focus. Keep track of your sales activity and boost your results with the Prospect Pro sales tool https://prospectpro.io/. Step up your sales game with Sales Mastermind https://thesalesevangelist.com/sales-mastermind/. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals. Visit Blue Mango Studios https://bluemangostudios.com/ for help in creating podcast production content. Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales https://www.hubspot.com/products/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse https://business.linkedin.com/sales-solutions/cx/20/09/sales-navigator-podcast?src=re-pod&trk=tse&veh=tse&mcid=6897323946090332160. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin https://tsesales.typeform.com/to/UCMfjZbX. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey http://thesalesevangelist.com/survey. https://tsesales.typeform.com/to/lc5yAa8P We’d love for you to join us for our next episodes by tuning in on Apple Podcast https://podcasts.apple.com/us/podcast/the-sales-evangelist/id788738885, Google Podcast https://podcasts.google.com/feed/aHR0cDovL3RoZXNhbGVzZXZhbmdlbGlzdC5saWJzeW4uY29tL3Jzcw?sa=X&ved=2ahUKEwj5kaXI3Pj2AhVKcjABHW5PDVwQ9sEGegQIARAC, Stitcher https://www.stitcher.com/show/the-sales-evangelist-sales-trainingspeakingbusiness-marketingdonald, or Spotify https://open.spotify.com/show/1NjzsFjQwVrgboUfDvbzd5?si=LdQOJDc1T-WBPMxr1h3RsA. Audio provided by Free SFX, https://freesfx.co.uk/ Soundstripe https://soundstripe.com/, and Bensound http://www.bensound.com/. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

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  Listen, if you're not being persistent, you're not going to win. And today, I'm going to tell you exactly why. Check it out.

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  Hey, hey, hey, everyone. Welcome to another great episode of the Sales Evangelist Podcast. I'm your host, Donald C. Kelly, the Sales Evangelist, and I'm so excited for another great episode. I'm so excited to be here with you today. Today, I'm going to be talking about a topic near and dear to my heart. This one comes back around to mindset and about being persistent. We talk a lot about AI. We give you a lot of insights about discovery, about prospecting strategies. But here's the thing that I come to find out is that many sales rep, we've given up at the starting line. We've given up before we even got started because we get so overwhelmed by so many different avenues and so many things that would distract us. But today, I want to get back to some of the basic things. I want you to focus on your mindset. I want to give you some insights and ideas that can definitely help you to be able to really be successful, no matter what, whatever you're selling. If this is your first time listening to our podcast, please subscribe. I'll make sure

• 2:52Speaker 00

  we notify you every time we drop a new piece of content. If you're a long time listener, I appreciate you. Go ahead and take this episode link, share it with somebody else that they can benefit from it. Let me start off by telling you a story. I shared this a long time ago on a podcast, but I had a not half, still have a friend. Good shout out to my boy, Mike. But Mike Maurer and I, we were on a school trip. We were in Santa Barbara. This was back in college, and we went on this business expedition. So we were going to meet companies in the Santa Barbara area, Southern and in California, trying to figure out, you know, some of these companies, could we land with one of them? Could we work with one of them as opportunities? So you're exploring, you're meeting companies. So we went there. We stayed at the original Motel 6. Our professor was, lived in that area, thought it was pretty cool. So we stayed at original Motel 6. They have no breakfast.

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  So we had to get a breakfast, get find breakfast on our own. So we said, you know what? We're leaving. I don't know, maybe it was like 8 o'clock. So we have time to go explore and find some stuff. So we went walking and we found a grocery store, a little bakery, and we got some stuff. And then we started making it back. They were leaving at a certain time, like the group is leaving. And if they left us at that point, you're going to have to figure out a way to get around. There was no Uber back then. You could call a taxi, but we were broke college kids. And we were just, we had to make it back. And because the group was leaving. So we started walking, started making our way back, and we quickly realized we are not going to make it. We started jogging. Briskly, it was just like time is running out. The group is gonna leave us and our professor was clear. If you do this, you miss this, you're not gonna get any other opportunities to again,

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  go on another trip or to get any opportunities to meet some of these companies that we're gonna see in Southern Calif- uh, in California this time. So we were, and i- it was just like, you gotta figure out a way and make it happen. Now, we had the determination, we were gonna find our way back no matter what. There was gonna be an opportunity, we're gonna find that opportunity and we're gonna make that opportunity happen. So low and behold, as we started walking and we started looking around, an opportunity came, but it wasn't in an opportunity in the likely opportunity. Let me explain what happened with this one. There was a guy, it was a two-seater, like three-seat, uh, small Toyota truck. And this is California surfing dude, I'm thinking he was in a flip-flop and he was doing some construction.

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  He had drywall in the back of his truck, like, I mean, I'm sure he was just kind of like out there not tying it down, just like, whatever, California dude. It was just, imagine a surfer doing construction. So anyways, these drywalls fell off the back of his truck in the middle of the intersection. And we looked at each other and we said, this is our opportunity. So we decided, we ran over and we helped him put him in the back of the truck and then he was grateful for us because he had these two guys in khaki pants and like white shirt or business casual shirts. And then we said to him, like, hey, we're trying to get back to our motel, uh, six, can you give us a ride? And he was like, alright. Without a hesitation, he allowed us to jump in, he drove us over there, we got there in time, got our, our shoes and we were able to make it to the group, to the lobby and

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  meet with the group before we left. And it was crazy how this happened. We always look back on this and it was in our, both of our minds, we were like, it was a single determination that we were gonna make this thing happen. We were going to do it no matter what. There was no other way out, like, at this point, either we're gonna, one, humanly possible run, we weren't gonna be able to make it. So two, we're gonna find some other way. We know the universe was gonna put something out or God was gonna put something in front of our way, but we had to be cognizant of that opportunity and to take advantage of it. Because again, the determination, the end result, I didn't come to California, I didn't come all the way out here to go- Sitting in the hotel the whole day. I needed to go meet these companies. I needed an opportunity. So it was determined and Mike was in the same mindset too. And there's several things I want to point out with this. Sometimes we get with the wrong people,

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  people who are on our team who are going to tell us, no, we can't do it or it's not going to work. That they quit in the first sign of a failure. And our first sign of failure would have been like, okay, we don't have time. Number two, we don't have a car, so let's just figure this quit. And somebody, one of us could have been like, yeah, it's okay, but no, we both had the determination. We're going to make this happen. We didn't come here to not do this. We're going to make it to that hotel on time. And then what started to happen, it wasn't like this was a magical moment. In a sense, I mean, we think it was in, we're both faith based in the visual. We feel that God put this opportunity before us, but we had this prayer, we had this determination. And then we were cognizant of opportunities. So we could have hitchhiked, that could have been an option, probably it's a little illegal there. We could have, I don't know, jump on the back of a vehicle or a truck or something and got a ride over there.

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  I didn't know what, what else we could have, there are many different ways we probably could have, could have figured it out. But our opportunity came when we both saw this guy struggling in the intersection, trying to pick up these drywalls. We figured that's the dude, that's the way, either we're going to get a ride in the back of the bed of that truck or something. This is what I want to tell you. This is why I want to do this episode. It's the mindset that shifts, it's the mindset that change. Once you have a reason, strong enough, it doesn't matter what obstacle you face. You just get around that darn obstacle and you're going to make it happen. In your case, as a sales rep, whether that's going to be, you're going to call maybe 6,000 individual. I know I did an episode on it's not a numbers game, but maybe you're going to call 6,000 to the right people. You're going to reach out to them on LinkedIn. You're going to try different angles. You're going to try to get into that account because you have a determination to help them solve a problem.

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  Or you have a determination to find the right people who could help you, who you could help. And then obviously you, in the end, you get your benefit. As I stated, Mike and I were able to make it back to the hotel, get with our group and share the story. And now we're sharing it like 20 years later, however many years later, we keep telling the story about this experience, this wonderful experience that we had and how it came. And then that singular story, that singular experience has fueled and pushed me in so many different ways in my life.

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  Mistakes That Made Me, hosted by Iman Ismail, is brought to you by the HubSpot Podcast Network, the audio destination for business professionals. Mistakes That Made Me is the podcast that asks extraordinary business owners to share their biggest business mistakes, so you know what not to do on your road to success. Join Iman Ismail as she chats with some of the smartest minds in business about how to push through failure and accept it as an important and necessary part of building a business. Because it turns out, your biggest business mistakes often lead to your biggest lessons, and then your biggest blessings. One of the latest episodes that just totally resonated was "Ignoring My Cash Flow Almost Cost Me My Business," and many of us can relate to that.

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  So here's what I want you to do today as a sales rep. I want to give you some ideas. I want to tell you not to give up so easily. If you believe in a solution that you have, if you believe your product can solve problems for your ideal customer, if you've solved this problem for other customers out there before, it is your right, it is your, trying to find the strongest word that I could probably say, it's almost like your birthright for you now to go and tell other people about that. It is your obligation. It is your desire. It is your life mission to tell people about it. Because, again, if the solution that we have can solve problems for other people, and if you call somebody and they don't answer, if you send a LinkedIn message and they don't answer, you don't give up, you just find another way to get to that person. Because, again, it's going to solve.

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  Now, here's a piece that I usually get, I used to get timid on, and I get all worried about, well, what if it gets awkward? What if I, this person gets upset that I try to reach out to them multiple times? But you forget about that part. What if I solve a problem for them? Then who cares? Like, nobody, absolutely no one cares about the failures at that point, or the difficulty, or how many times you call, or nobody's going to care about that. If you can help that in Individual saved their organization $250,000. If you can help them to do that, I absolutely promise you they're not going to give a care about that. You called 6,000 times or that you send 400 messages or that you connected with 300 employees. Like absolutely no one's going to care because the end result trumps all of that. It's kind of like when you think about when somebody wins, nobody goes back and say, oh my goodness,

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  this person, they did, uh, you know, all these hours of research and all these hours of work. Nobody thinks about that. They just see you as an overnight success because they don't pay attention to all that. Everybody wants to get that success. So the end result, the win, if you can help them solve that problem, that's great. But that's only going to come if you believe in what you have to offer, if you feel that this is the case. And what's going to happen oftentimes is that opportunities will come, but opportunities won't come in the ways that you often think they should. In our case, we thought we were going to, our opportunity to get back to the hotel was we're going to get food and then we're going to walk back and it was gonna, we're going to make it on time and that's the ideal situation. But it wasn't the ideal situation and oftentimes success doesn't come pretty.

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  I'm just telling you, it comes from like pure grit and it comes by just you just doing what you possibly can. Anything you possibly can legally and ethically. And in this case for us, it was the opportunity came in the form of a guy that we didn't even think about or a means where we didn't even think about, but we got there and we won, so to speak at the end. You see where I'm getting at? The end, we won. So it didn't care what happened, how we got there. Think about anyone that's successful, they got to the end, they achieved their goals, but it didn't matter how they got there. And for you as a salesperson, you might think, well, I'm trying to just cold call and I'm going to get into the account. Maybe that's not the best approach at this point and I want to give you a strategy that I want you to think about. Again, I did a video on this and I'm going to link to that in the show notes and I want you to check it out.

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  But here's a piece that I found is that when I use Claude, I am able to get so much more refined focus. Because I believe in my services. I believe that our company, our LinkedIn approach, the way that we go about using LinkedIn to reach out to prospect, I believe it's one of the best ways out there. I don't believe in the spamming garbage where you're sending 6,000 messages to people. I don't believe in the fact that you, in, in just like going around just liking. A bunch of things. I believe in a strategy where you grab attention and that's what we teach. And I know my LinkedIn program has helped people get appointments. I know it's helped people to close to get opportunities. And I know it's helped people to close deals. So I believe in it. I've used it myself. I've got 12 appointment in one week just from the approach. So now when I go out and I prospect, it's pure determination of truth because I know what happens.

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  So here's what happened with this particular thing. I use Claude and I use Claude in a way that it's going to help me to be able to find the right type of customers. Or the people that have the right pain points. And that gives me the, I guess it takes my funnel and make it even more refined. And that's one way that can help me out. So I'll give you the straight angle and then I'll go back in and show you how we tie this into LinkedIn Sales Navigator. I use Claude to help me to find the companies that are going to be the most likely to have their customers on LinkedIn. So B2B companies that are more likely to have their customers on LinkedIn. And oftentimes they may have a complex sales process. So it's going to take a little bit of an angle, right? So what I do with those individuals is when Claude gave me that and helped me to find some of the industries and find some of the companies.

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  Then I'm able to take that information and now I'm super relevant at this point because I know they're having struggles on LinkedIn. I know it's a difficulty and I try to find companies that are hiring and I find companies that have, you know, maybe they're hiring SDRs and AEs. They're trying to get more opportunities, trying to get more at bats. Then I'm able to find individuals and I'll go to the Sales Navigator, I find individuals in those companies that are new to their sales roles or leadership roles. And I use this angle towards those individuals and then I own, don't usually only go to that one person. I find other people in the organization. Maybe you're going to find some, in my case, the CMO or CRO, or maybe I find executive depending on the type of big companies.

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  But I'm talk to the problem that they're facing that is more difficult now to be able to get a hold of people through some of the traditional means. And I can show you how we can help your team to utilize LinkedIn and your executives to be able to get more influence in your niche and get more appointments.

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  Think about all the things you wish you had help with in sales. Finding the right buyers, knowing which account to prioritize, reaching out with the right message at the right time. LinkedIn Sales Navigator is built to help with exactly that. It uses AI-powered recommendation to surface leads and accounts that match your goals. So you spend less time searching and more time selling. You get real-time account insights that help you grow your pipeline, personalize outreach, and stay informed about buyer activities. It can't replace the work of selling, but it gives you the data and visibility to sell with more focus and confidence. That's what we need. All of this is powered by LinkedIn's network of over 1.2 billion professionals.

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  The most dynamic buyer network, working just for you. Accelerate your sales with LinkedIn Sales Navigator. Try LinkedIn Sales Navigator now with a free 60-day trial at LinkedIn.com/sell. That's LinkedIn.com/sell. Terms and conditions apply. Since 2013, we launched this podcast. The goal of the podcast was to share a wealth of information, and I feel that we've successfully done so. As a natural byproduct, listeners like you would reach out and ask, "Could I coach them? Could I train their team? Could I come and speak in an S K O? Could I consult for them?" And that is how we gain the majority of our business, and still to this day.

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  So in 2019, one of our clients saw what we did and asked, "Could we do that for them?" We experimented with it, and we started a podcast production agency. Now we create podcasts for some of the biggest brands in the world. And it's amazing. I would love to show you and your team how we can create podcasts for you and use it as an entertaining source, but also educational and a lead generation. If you're interested, go to bluemangostudios.com. Again, bluemangostudios.com, and our team can show you exactly what we did. It's amazing.

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  I want to give you another story of application, how this came about. So I made a list, I had this list and I was focused on going down, calling these people. And this part was my phone calling period. I do both, I mean, everything I do, phone, emails and LinkedIn for sure. But your outreach approach, you've got to use all of it. So this point was my phone calling period and I had this list and I think I still have it here. Here you go. I have a list of these companies. I even wrote it down physically and I was like, you know what? I'm going to reach out to these organizations. I'm going to call these people and I gave myself a time period. I'm going to do it within like, I think it was like two hour windows that I was doing all of these companies. And then it came to a point where I was just getting, you know, I limited all the distraction. And I said, I'm just doing phone calls right now, but I wanted to quit. I'm not going to lie to you.

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  I wanted to quit. I was going down the list. I know what I can do, can offer value. I know I've helped people, but it was just this idea of the rejection and the no's that I was like, man, this sucks. Let me try a different approach. But I was like, no, screw it. I'm just going to do it. The firm determination of finishing it within that time period. Well, because I changed the way I believed, because I changed my mindset on it, I was able to finish up within that time period. I was able to get a hold of, I think it was four or five individuals on that list. And then I was able to get some, there wasn't straight opportunities yet, but I got some things, some phone calls back and some opportunities that are now working. And it's amazing what happened when you just put pure determination. This episode is all around that, this goal, the change in the mindset. You've got to have pure determination.

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  You've got to have that focus and you've got to be relentless because nobody's going to give it to you. No one, absolutely no one. You have to go and find it and make that opportunity happen. Now you might say, didn't somebody give us the opportunity? Well, we prayed about it and then we did our part. We didn't sit down on the sidewalk and, you know, rubber our fingers together and, and hope something else was, something was going to happen. We prayed, we did our part, we had the determination and then we just went out and we looked and there was an opportunity right there. So we took advantage of that opportunity and the end result came to us. So in your case, as you're going out prospecting, I don't know what your religious belief is, but for me, every single day, what I told myself when I was a B2B sales rep is I Prayed to God and I said, lead me to those people who are in need of my product and my services today.

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  And I had that firm determination. So my mindset changed. I knew somebody was going to be ready for what we have to offer today. So that was if I have to make a thousand phone calls, if I have to send 6,000 million emails, not that much. But if I had to do all of these different things, I know I was going to be led to that individual. And that's that determination. When you have that mindset and you apply that mindset every single day. This is not for the faint of heart, but if you apply that mindset every single day, I promise you, you will find more opportunities than anyone in your organization. I promise you, you'll be way more successful. And I promise you, you'll be able to come off on top and help way more people. Simply because you have this singular focus, you have this determination, you have this dogged belief, you have this determination. You feel you have this God given right to be able to help people and you know you've been empowered with that.

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  You feel you have this obligation to find that individual and you know they're out there. You will not quit every single day and naturally opportunities come. It may not be in the exact form of the way that you see it, like you making a phone call and all of a sudden somebody is there. Perhaps it's someone you commented on LinkedIn and you saw something that they shared and then you were able to use that to be able to make a phone call and to make and get inside of the organization and land an opportunity. Or perhaps somebody introduced you or perhaps you called and you asked them, they said, no, we're not a fit, we're not interested. And you ask them, is there another company you know that might benefit from this and they give you a referral. Like when you are determined, you don't give up on the first one. You're not being a jerk or you know overly obnoxious.

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  But if you feel that you in your heart of hearts, you know, somebody that can benefit from this. You're going to automatically start asking so many different things. You're going to ask, is there, maybe it's a different department? Or is there another company you feel that can benefit from this solution? Once you speak to someone that might say, yeah, you know, check this other organization. Or I'm going to share it internally. Can I follow up with you? Like these things allow you, because again, you know, there's somebody that can benefit from it. You know, there's a determination, you're going to find somebody today that could benefit from it. You start to find unique ways. It's just that these opportunities and you can say to universe, the universe just start open a path to you. It's your brain, your vision, like it just expand where you're not just singular focus on that. Cold call, you're looking at opportunities.

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  And if you're speaking to someone, that is an opportunity there to get more from it. And whether it's through that organization, another organization. But it's hard for me to articulate all of this, but the feeling that I have as I'm talking to sales rep and interacting with people now and people are just overwhelmed and they feel like they can't and they want to go fast and they want to, you know, it's not achieving the goals that they want to as quick as they first determine. I'm telling you, just go back to basics. Find out why you're doing this. Believe in your product and your solution. Make a targeted list, utilize AI target for the groups that you're going after. And then be relentless, be dogged relentless until you get it. Because you know, there's people out there can benefit from it and you have that focus list.

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  Listen, at the end of the day, there are humans behind those names. There are people behind those and they want to get help. If you can articulate that you can help them the best, I'm telling you, magic will happen. And one of the other issues and challenge I find that salespeople are facing is the angle. How do I angle myself inside of an organization? How do I find the right approach to be able to pitch my solution and service? I'm gonna do an episode on that and give you some ideas that has worked and is working for me. And hopefully that can help you as well. So in the end, Mike and I was able to make it the companies, make it to the group to go explore these companies. We didn't end up working for any of those companies, but that experience helped us both as entrepreneurs to give us that dogged belief and that nature that keeps us going. Listen, I want you to thrive. No matter what kind of prospecting you're doing, I want you to succeed.

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  No matter what solution you're selling, I want you to be able to have the most success that you possibly can have, but that has to come with your mindset change. And hopefully this was able to help you today. As always, I want you to thrive. I want you to succeed, but most importantly, I want you to raise the level of thinking. I want you to go out and do big things. See you on the next one.

• 22:57Speaker 00

  The Sales Evangelist Podcast is created by the Sales Evangelist Sales Training Organization. It is produced by TSE Studios. Our podcast production manager is Nancy Paul. Our audio engineer is Jershun Obayal. Our video engineer is Dusan Kunado. Guest management is done by Jill Vito and Kristy Virtus. Our content writer is Carlisa Galberith. Our graphic designer is Yurvish Savalia. And I'm your host and executive producer, Donald C. Kelly.

• 23:31Speaker 00

  Sales Podcast Network.