From Campus to Career: What Sales Employers Are Looking For 

Donald C. Kelly & Amari Heywood-Gonzalez

Bio:

Donald Kelly's mission is to evangelize effective selling methods and motivate sellers at all levels to DO BIG THINGS! As a former top-performing technology sales professional who has successfully sold in public and private sectors, Donald cracked the code of helping teams thrive in B2B sales. Salesforce has recognized Donald as a 2022, 2023, and 2024 Top Sales Influencer and by LinkedIn as a Top 22 sales Insider. He is also the author of “Sell It Like A Mango: A New Seller’s Guide To Closing More Deals” and co-author of “Professional Selling: A Guide for the Modern Sales Professional” and “Advanced Selling and Sales Management” courseware, which are used in over 90 universities across North America. Donald has designed his training around concrete fundamental principles that can be adapted by any seller. He has helped sellers from companies worldwide build confidence in their selling abilities and increase revenue as a result. Organizations include Rock Venture (Quicken Loans), HairClub, VMWare, Consolidated Electrical Distributors LLC. (CEB), Salt Edge, Charter Spectrum, Hibu/The Real Yellow Pages, Yotpo, Citi Group, and New York Life.

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Assignment

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Sales Stats

  • 75% of B2B buyers prefer a rep-free sales experience, and by 2025, 80% of B2B sales interactions will occur via digital channels.
  • 75% of B2B buyers prefer a rep-free sales experience. But self-service digital purchases are far more likely to result in purchase regret.
  • Two-thirds of the B2B buying process is now done digitally, and only 5% of the buyer’s journey is spent with a salesperson. And e-commerce has surpassed in-person as the single most effective channel.
  • More than 70% of B2B decision-makers prefer digital self-service or remote human interactions.
  • 75% of buyers said they are spending more time researching purchases.
  • Nearly all buyers (96%) start with a vendor list when shopping for new software and 89% of those buyers purchase from their initial list. And what’s more, three in five software buyers (60%) regret a purchase within the last 12 to 18 months and are at risk of churn.

 

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Donald C. Kelly

Amari Heywood-Gonzalez