What should you be posting on LinkedIn, and what should you avoid? In this episode, I share three LinkedIn posts sellers can use right away. Posting the right content on LinkedIn can help you book more appointments and grow your pipeline.

Why You Should Be Posting on LinkedIn

• If you are not posting on LinkedIn, you are missing a real opportunity to stand out. Only a small percentage of users create content, which means authentic posts are far more likely to get noticed.
• Instead of worrying about being judged or feeling like you need to be an expert, I want you to see LinkedIn as a place to engage your niche market and start real conversations.

Three Types of LinkedIn Posts That Work

• Mistakes and Lessons Learned: One of the easiest ways to create content is by sharing mistakes and lessons from your own experience. Talking about what went wrong and what you learned makes your posts relatable and builds trust. When you are honest and a little vulnerable, people are more likely to engage and respond.
• Personal Insights: You do not have to talk about sales all the time. Sharing personal insights like hobbies, challenges, or goals helps people connect with you as a person. Whether it is working on your golf game or focusing on better health, these posts humanize you and often lead to stronger conversations with prospects.
• Industry Trends and Data: Posting about industry trends or data gives your audience something valuable to think about. Share insights you are seeing in the field or information from reports you trust. When you consistently bring useful information to your network, you position yourself as a resource and stay top of mind with potential buyers.

"Thanks to the COVID era, people want to know you on a personal level. They want to see your personality online." - Donald Kelly

Resources

Sign up for free and download the Sales Evangelist Tracker to monitor your sales KPIs, measure performance, and stay accountable to your daily activity.

Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.

Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

1. 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.

1. 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.

1. 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.

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show notes

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show notes

Most deals do not fall apart because prospects say no. They stall because momentum quietly disappears. In this episode, Donald C. Kelly breaks down why sales conversations often lose traction after a strong first call and what sellers must do to keep prospects engaged, aligned, and moving forward. We explore how clarity, commitment, and intentional follow-up prevent ghosting and stalled pipelines.

Why Deals Lose Momentum After a Good First Call (00:02:18 – 00:03:45)

Donald explains that many salespeople mistake a positive conversation for real commitment.

Without clear next steps and buyer ownership, interest fades and urgency drops.

Good conversations alone do not close deals. Structured momentum does.

The Hidden Cost of Vague Next Steps (00:03:45 – 00:05:25)

When follow-ups sound like “I’ll check back in,” prospects disengage.

Donald highlights how ambiguity creates uncertainty and gives buyers permission to deprioritize the deal.

Clarity builds confidence. Vagueness creates delay.

How to Lock in Commitment During the Call (00:05:25 – 00:07:10)

Donald shares how to confirm alignment before ending the conversation by summarizing:

1. The problem
2. The desired outcome
3. The agreed-upon next step
4. When prospects verbally agree, follow-through increases.

Why Follow-Ups Fail (and How to Fix Them) (00:07:10 – 00:08:55)

Most follow-ups fail because they add no value.

Donald explains how each touchpoint should reinforce relevance, urgency, or insight instead of simply asking for time.

Follow-ups should advance decisions, not chase them.

Creating Mutual Accountability With Prospects (00:08:55 – 00:10:40)

Deals move faster when both sides share responsibility.

Donald discusses how setting expectations, timelines, and roles turns the process into a partnership rather than a pursuit.

Mutual accountability reduces ghosting.

How to Handle Prospects Who Go Silent (00:10:40 – 00:12:25)

Instead of repeated check-ins, Donald recommends reframing silence as feedback.

He shares how to re-engage prospects with clarity, honesty, and permission-based messaging.

Desperation pushes buyers away. Confidence brings them back.

Key Lesson: Momentum Is Created, Not Hoped For (00:12:25 – 00:14:05)

Sales success is not about luck or persistence. It is about intentional process.

When sellers guide prospects with structure and clarity, deals move forward naturally.

“If there’s no clear next step, the deal is already slipping away.” – Donald C. Kelly

Resources

Connect with Jennifer on LinkedIn and check out scribe.com.

Join my Sales Mastermind to get real-world feedback, accountability, and proven sales strategies.

Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools...

You can always expect challenges to arise when training a sales team, and when they do, things can go south quickly. Some reps simply don’t ramp as fast as others.

How can you ramp your team in half the time? Let’s revisit episode 1610 with Jennifer Smith, co-founder and CEO of Scribe, to find out.

Scale Yourself

1. Scaling yourself is about identifying the core things you are good at and spending as much time on them as possible. Take the other tasks that fill your time and reduce them, automate them, or delegate them.
2. Jennifer challenges you to track how many interruptions you have and how much time you spend on various tasks during an average day. Those minutes add up.

Get People The Things They Need

1. Get the right information to the right people at the right time so they can use their time effectively.

Scale Your Best Rep

1. Have your best reps, the people who have been there the longest and know what they are doing, record how they do what they do.
2. Share this information with the rest of your reps so that they can learn from the information and knowledge that makes your best rep really good.
3. If all the reps are able to share with each other what is working, everyone will learn together to create a rapid learning machine.

“If you’re doing anything that doesn’t involve talking to a customer, ask yourself: could I scale this?” — Jennifer Smith

Resources

Connect with Jennifer on LinkedIn and check out scribe.com.

Join my Sales Mastermind to get real-world feedback, accountability, and proven sales strategies.

Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

1. 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.

1. 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.

1. 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

Relying on outdated selling methods will have buyers viewing you like a sleazy car salesperson. Today, how you sell matters more than ever. I’m revisiting episode 1533 with Andy Paul to remind you why having a human approach to selling matters. He shares how you can sell effectively without selling out.

Great Selling Isn’t One-Size-Fits-All

1. The push toward sales conformity is really for management, not the seller, because management wants predictability. However, the real world is more complicated.
2. You learn, take those lessons, and apply them to life. You become the sum of your experience and knowledge. We all end up doing things differently, even if those approaches lead to the same result.
3. Despite all the tools and technological advancements that benefit us, we aren’t getting better at selling. We have ready access to a world of information, creating a better and more efficient buying experience. However, our win rates are dropping.

Where Seller Education Goes Wrong

1. When asked, “What’s your job?” the answer often comes back, “To persuade someone to buy my product.”
2. In reality, your job is to listen to the prospective buyer’s challenges and help them find resources to overcome those problems.
3. Just because you can do something doesn’t mean you should.
4. The Catalyst by Jonah Berger explains that human beings resist being persuaded.
5. Instead of persuasion, think about it from an influential perspective. Persuasion is coercive, while influence affects others without force. It’s a change in mindset.

Four Pillars of Changing Sales

1. Connection: Some people conflate a relationship with friendship. While you don’t need to be friends with buyers, you do make connections in every interaction you have.
2. Curiosity: We understand the world through curiosity and asking questions. The commonly accepted sales process allows very little time for discovery, but in reality, discovery should happen in every conversation with a prospect or buyer.
3. Understanding: Your job is to listen to the buyer. What’s the context? A salesperson’s effort to understand the buyer is an ongoing process that should never stop. Fully understanding the buyer allows you to determine how you can help them overcome challenges.
4. Generosity: Humans are wired to give and collectively support one another. Generosity triggers reciprocity, and its purpose is to achieve what is essential for both parties.

“Value exists only in the eyes of the buyer. Every interaction you have with a buyer should bring them closer to making a decision.” - Andy Paul.

Resources

Visit Andy’s website to learn more about him and order a copy of his book. You can also learn more about

Is it still possible to reach seven figures in SaaS sales? You got into sales to build a comfortable life and enjoy a little extra. But after how last year turned out, that goal may feel far-fetched.

To help you reset and refocus, I’m revisiting episode 1528 with Brandon Fluharty, sales coach and founder of Be Focused. Brandon breaks down his seven steps to start making seven figures in SaaS sales, starting with one critical shift in mindset.

1. Get In The Right Environment

· Find your Goldilocks situation concerning your ideal workplace, whatever that may be.

· What kind of internal infrastructure do you need to start making seven figures in SaaS?

2. Build A Transformation Mindset

· Seven-figure earners sell a transformation that doesn’t just solve an issue; it prevents the problem from happening again.

· In SaaS, you want to be the player touching multiple parts of the business. That requires a transformational mindset and is a key principle of Brandon’s framework.

3. Be Strategic About Your Target Account List

· Sell to clients that give you purpose. Identify the reasons you prefer your ideal client and search for more that fit those criteria.

· Doing so keeps you motivated during the dishearteningly long sales cycles common with enterprise companies.

4. Create A Standard No One Else Delivers

· The Diamond Standard: picture a coal field in your competitive landscape and be the diamond for your clients.

· It’s easier to perform to this standard when working with clients you’re genuinely interested in and passionate about.

5. Break Through Personal Limitations

· The higher you climb, the more imposter syndrome you’ll feel. For example, Brandon initially thought his introversion limited his success.

· As he advanced, he realized he could listen more than he talked and that perceived weakness became a strength.

· Write down the traits you feel hold you back. Then ask yourself how you can repurpose them into strengths.

6. Rally Others Inside Your Organization

· Nothing great is achieved alone. When you’re working toward seven- and eight-figure deals, you’ll need help.

· Be a generalist with your skill set, but a specialist to start making seven figures in SaaS.

7. Develop A Personal Operating System

· Move away from hustle culture and work smarter.

· Balance Brandon’s Discipline, Flexibility, and Curiosity (DRC) and Plan, Rest, Effort, Performance (PREP) live life instead of hustling around the clock. (It’s a more humanistic approach.)

“Be like a scientist and look back at your workday with curiosity.” — Brandon Fluharty.

Resources

Follow Brandon Fluharty on LinkedIn and subscribe to his bi-weekly newsletter for more content, information, and insights on tech sales. Join my Sales Mastermind to get real-world feedback, accountability, and proven sales strategies.

Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

1. 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