What are the key takeaways from this The Sales Evangelist episode?

Key insights include: **Mistake-Based Content:** Share specific errors you made with prospects or clients, explain what went wrong, and detail how you fixed it. Example: posting about failing to ask for a sale and losing a deal teaches others while building credibility. This vulnerability creates engagement from your niche market of 10,000-100,000 relevant professionals, not the entire billion-user platform.; **Personal Journey Posts:** Content about non-business topics like golf improvement, family hikes, or health goals generates higher engagement than purely educational posts. These human stories make you relatable and memorable, leading to connection requests and conversations that convert into business opportunities when traveling or networking in person with prospects who follow your journey.; **Industry Trends and Data:** Share white papers, association reports, and data points your company discovers. Example: 43% of executives discover new solutions on social media. Manufacturing professionals want validation that trends they observe locally are happening industry-wide. Providing this data positions you as an informed resource worth following and builds trust with decision-makers.

How long is this episode of The Sales Evangelist?

This episode is 16 minutes long. SignalCast provides an AI-generated summary so you can get the key insights in about 3 minutes.

The Sales Evangelist

Three Type of Content Seller Must Post On LinkedIn | Donald C. Kelly - 1970

January 23, 2026

16 min episode · 2 min read

Episode

16 min

Read time

2 min

Topics

Career Growth, Productivity, Health & Wellness

AI-Generated Summary

Published Jan 24, 2026

Key Takeaways

✓Mistake-Based Content: Share specific errors you made with prospects or clients, explain what went wrong, and detail how you fixed it. Example: posting about failing to ask for a sale and losing a deal teaches others while building credibility. This vulnerability creates engagement from your niche market of 10,000-100,000 relevant professionals, not the entire billion-user platform.
✓Personal Journey Posts: Content about non-business topics like golf improvement, family hikes, or health goals generates higher engagement than purely educational posts. These human stories make you relatable and memorable, leading to connection requests and conversations that convert into business opportunities when traveling or networking in person with prospects who follow your journey.
✓Industry Trends and Data: Share white papers, association reports, and data points your company discovers. Example: 43% of executives discover new solutions on social media. Manufacturing professionals want validation that trends they observe locally are happening industry-wide. Providing this data positions you as an informed resource worth following and builds trust with decision-makers.
✓Niche Targeting Strategy: Focus on being a big fish in a small pond rather than reaching everyone. If you sell HR software to paper mill manufacturers, your target audience might be 10,000-100,000 people maximum. Having 1,000 followers from that specific niche who engage with your content creates more sales opportunities than chasing viral reach.

What It Covers

Donald Kelly outlines three specific content types salespeople should post on LinkedIn to stand out among the 95-97% of users who never post, leveraging the platform's billion-user network to generate qualified leads and build relationships.

Key Questions Answered

•Mistake-Based Content: Share specific errors you made with prospects or clients, explain what went wrong, and detail how you fixed it. Example: posting about failing to ask for a sale and losing a deal teaches others while building credibility. This vulnerability creates engagement from your niche market of 10,000-100,000 relevant professionals, not the entire billion-user platform.
•Personal Journey Posts: Content about non-business topics like golf improvement, family hikes, or health goals generates higher engagement than purely educational posts. These human stories make you relatable and memorable, leading to connection requests and conversations that convert into business opportunities when traveling or networking in person with prospects who follow your journey.
•Industry Trends and Data: Share white papers, association reports, and data points your company discovers. Example: 43% of executives discover new solutions on social media. Manufacturing professionals want validation that trends they observe locally are happening industry-wide. Providing this data positions you as an informed resource worth following and builds trust with decision-makers.
•Niche Targeting Strategy: Focus on being a big fish in a small pond rather than reaching everyone. If you sell HR software to paper mill manufacturers, your target audience might be 10,000-100,000 people maximum. Having 1,000 followers from that specific niche who engage with your content creates more sales opportunities than chasing viral reach.

Notable Moment

Kelly reveals that a personal post about his poor golf game and desire to improve generated more impressions and engagement than his educational sales content, reconnecting him with prospects he had not spoken to in months and creating new business conversations.

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Episode Transcript

This episode is brought to you in part by the following TSC sponsors. You don't become the world's most valuable women's sports franchise by accident. Angel City Football Club did it with a little help from HubSpot. When it started, data was housed across multiple system. HubSpot unified their website, email, and fan experience in one platform. This allowed their small team of three to build an entire website in just three days. Three days. The results? Nearly 350 new sign ups a week and 300% database growth in just two years. Visit hubspot.com to hear how HubSpot can help your team grow better. Finding the right lead can feel like an endless search for sellers. What if you could get to the right conversations faster? From finding new leads to strengthening existing relationships, LinkedIn Sales Navigator is your strategic AI powered partner. It cuts through the noise with real time data and insights backed by LinkedIn's network of over 1,000,000,000 professionals. Try it for free for sixty days at linkedin.com/tse. Terms and conditions apply. When it comes to LinkedIn, what should you be posting, or should you not post? We're gonna tackle that today on this episode and give you some insights, tips that can help you to master LinkedIn. Check it out. Hey. Hey. Hey, everyone. Welcome to another great episode of the Sales Evangelist podcast. I'm your host, Donald c Calle, the Sales Evangelist, and I'm so excited for another great episode. I'm so excited to be here with you today. And on this episode, we're gonna be tackling LinkedIn. Specifically, we're gonna talk about three different types of posts that you should be doing on LinkedIn. So I'm answering a question from the teacher. Should you be on LinkedIn posting? Absolutely. The data just proves it time and time again. And the reason is it's about 1% of LinkedIn users actually posting. Maybe about three to maybe it'll gone a little bit different. But I'm gonna be a little bit more liberal with this. And I'm gonna say you're probably looking at about three to 5% of LinkedIn users are posting. And there's a 1,000,000,000 users on LinkedIn. So you have a billion users on LinkedIn and only three to 5% of those people are actually posting content on a platform. That is an opportunity. And if you're not taking advantage of it, you're missing an opportunity, tremendous opportunity. But what should you be posting when it comes to LinkedIn? I'll tell you that here in a second. If this is your first time listening to our podcast, go ahead and subscribe and I'll notify you every time we drop a new piece of the episode. Specifically like this one where it's a little hot take and I want you to be able to track it. Take it and use it and apply it to your sales effort. So let's dive in. LinkedIn. I'm gonna give you some experience that I have, and then hopefully this …

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