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S M T W T F S
     
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Syndication

Today, I’m going to share some more insights into making your prospects commit in every stage of your sales process. This is another snippet taken from one of our sessions over at the TSE Hustler’s League. The goal is to move the prospects slowly to the sales process. Hit every single stage. Give them meaningful commitments […]

The post TSE 735: TSE Hustler’s League-“Keeping Their Appointments” appeared first on The Sales Evangelist.

Direct download: TSE_735.mp3
Category:Sales Training -- posted at: 10:27pm EDT

You probable think crowdfunding is as easy as putting yourself and your cause out there, then you expect people to find you and help you. It’s definitely more than that. Dorothy is a homeschooling mother of five and a singer-songwriter. She is also the wife of Dustin Dauenhauer who was also a guest on the […]

The post TSE 734: Sales From The Street-“Crowdfunding Success and Flops” appeared first on The Sales Evangelist.

Direct download: TSE_734.mp3
Category:Crowdfunding -- posted at: 8:10pm EDT

Want to know how Snapchat is able to generate more intelligent leads? Jebbit has got it covered! Taylor Bellefeuille is the VP of Sales at Jebbit, where they’re tasked with going out and hunting new business every day. She calls her team small yet mighty. They’re partnering with companies like Snapchat, Cathay Pacific, Ebay, and […]

The post TSE 733: How To Get More Intelligent Leads From Snapchat Using Jebbit appeared first on The Sales Evangelist.

Direct download: TSE_733.mp3
Category:Lead Generation -- posted at: 9:13am EDT

Today, I’m sharing a story that can help you with your selling career. It all boils down to understanding that what you believe you can achieve. I have a  friend who shares this story with different groups of people, called The Story of the Golden Pear. This is actually a tradition they do every Christmas. The Story […]

The post TSE 732: That Which You Believe You Can Achieve appeared first on The Sales Evangelist.

Direct download: TSE_732.mp3
Category:Mindset -- posted at: 9:51am EDT

Trong Nguyen wrote a book called Winning the Cloud: Sales Stories and Advice from My Days at Microsoft. He’s packed with some great tips and strategies today so be sure to take a listen. Trong is a top performing technology sales rep, doing some amazing things. We’re discussing some points he covered in his book. […]

The post TSE 731: The Keys to Becoming a Successful Enterprise Sales Rep appeared first on The Sales Evangelist.

Direct download: TSE_731.mp3
Category:Sales Enterprise -- posted at: 7:38am EDT

Do you know why deals are slowing down so much? That’s because there are no commitments at each level. Today, I’m sharing another snippet from one of our training sessions over at the TSE Hustler’s League. Clients Are Evaluating You At the end of the process, what can you do to get them to commit […]

The post TSE 730: TSE Hustler’s League – Make Your Prospects Commit to the Next Level appeared first on The Sales Evangelist.

Direct download: TSE_730.mp3
Category:Sales Process -- posted at: 6:18am EDT

Do you feel you’re taking too much? Or that you’re not being laser-focused on the market that you serve? Today, our guest, Cynthia Barnes, is a B2B, women sales coach. She’s back here on the show today to talk about a struggle she face, how she overcame it, and the results she got. Cynthia Barnes […]

The post TSE 729: Sales From The Street-“I’m a Sales Coach” appeared first on The Sales Evangelist.

Direct download: TSE_729.mp3
Category:Sales Coaching -- posted at: 10:54am EDT

Scared of calling? Well, I hate to break this, but if you want to make more sales and grow your business, you’ve got to pick up the phone more and communicate with your prospects. Alex Goldfayn is the author of the book, The Revenue Growth Habit: Simple Art of Growing Your Business by 15% in […]

The post TSE 728: How to Grow Your Business by 15% in Just 15 Mins Per Day! appeared first on The Sales Evangelist.

Direct download: TSE_728.mp3
Category:Business Growth -- posted at: 9:52am EDT

How can you push your product without being too pushy? Of course, we all want close deals. Who doesn’t? But the last thing you want is to come off a too push with your clients. So how do actually make the sale without tarnishing the relationship with your clients? Today, I’m sharing some thoughts and insights […]

The post TSE 727: Is There a Proper Way to Push My Customer to Make a Decision? appeared first on The Sales Evangelist.

Direct download: TSE_727.mp3
Category:Closing -- posted at: 5:10am EDT

Why settle with 20% close rates when you can do more? Today’s guest is Andy Paul and he shares with us ways you can help young sales leaders become better and more successful. Andy Paul was here on the show back in episodes 359 and 364. Since then, he’s been doing some unique stuff working […]

The post TSE 726: How to Help Young Sales Leaders Become Great Leaders appeared first on The Sales Evangelist.

Direct download: TSE_726.mp3
Category:Sales Leader -- posted at: 10:20pm EDT

Today’s episode is another snippet taken from one of our sessions over at the TSE Hustler’s League, where we primarily tackled the idea of closing, specifically, the need to close early. The most common mistake sellers make is they start at the beginning and they want to close the deal right away. But that doesn’t […]

The post TSE 725: TSE Hustler’s League – “Close Early” appeared first on The Sales Evangelist.

Direct download: TSE_725.mp3
Category:Closing -- posted at: 9:51am EDT

Regardless of which part in the organization you are, everyone is in sales. Today’s guest is Felipe Lodi, an entrepreneur and sales professional. He’s sharing one of the biggest sales struggle he had, how he overcame it, and the result he has seen from it.  Felipe is big on providing not just education, but free […]

The post TSE 724: Sales From The Street -“Live Local Events” appeared first on The Sales Evangelist.

Direct download: TSE_724.mp3
Category:Education Based Marketing -- posted at: 7:51am EDT

Sales professionals, sales leaders, sales owners – you can get a lot from this episode today. How can you scale your organization? And what better organization there is to look at than HubSpot. Today’s guest is Sam Mallikarjunan. He’s a marketing Fellow at HubSpot and former Head of Growth at HubSpot Labs. He’s going to […]

The post TSE 723: How HubSpot Scaled From 150 to 1500 People and Significantly Increased Sales in the Process appeared first on The Sales Evangelist.

Direct download: TSE_723.mp3
Category:Business Growth -- posted at: 1:00am EDT

Oftentimes, sellers blame their sales performance on the Grinch, well, on pretty much everything else but themselves. You see, it’s probably not the Grinch Or the Grinch probably is you. And the quicker you’re able to acknowledge this, the better chance of improving for the new year. So stop whining and make it happen! It’s probably […]

The post TSE 722: The Grinch Who Stole My Sales appeared first on The Sales Evangelist.

Direct download: TSE_722.mp3
Category:Selling Success -- posted at: 4:58am EDT

Following up is the vein of our existence. But with poor follow up, you ain’t going to find success. Today’s snippet from one of our sessions over at the TSE Hustler’s League is about how you should be sending followup or reconnecting emails. Reasons for sending followup emails: Letting them know you exist Gathering information Setting appointment […]

The post TSE 720: TSE Hustler’s League-”Reconnecting Emails” appeared first on The Sales Evangelist.

Direct download: TSE_720.mp3
Category:Following Up -- posted at: 1:00am EDT

Think closely. Do you ever find yourself saying no to yourself before the prospect even said no to you. Don’t say no for the prospect. Don’t decide for the prospect. Today’s guest is Dustin Dauenhauer.  He is a member of The Sales Evangelizers Facebook community and he’s going to share with us some struggles he faced related to […]

The post TSE 719: Sales From The Street -“Don’t Say No for The Prospect” appeared first on The Sales Evangelist.

Direct download: TSE_719.mp3
Category:Prospecting -- posted at: 1:00am EDT

Thinking about social selling and hiring a digital marketing firm to do it? Not so fast, though. Today’s guest is Veronica Romney and she’s going to shares with us some insights about what you should do and know before selecting a digital marketing company. Veronica is the President and CEO of LoSoMo, Inc., a digital marketing […]

The post TSE 718: The Secret to Selecting the Perfect Digital Marketing Firm to Help Increase Sales appeared first on The Sales Evangelist.

Direct download: TSE_718.mp3
Category:Digital Marketing -- posted at: 1:00am EDT

It’s your first day of work or you’re new to sales or your business and you’re getting some opportunities. You’re calling the prospects. You’re getting your way in. Even if you don’t know anything much about the industry or the product you’re seeing success. Is it beginner’s luck? I believe it’s more than that. Luck is […]

The post TSE 717: I DON’T Believe in Beginners Luck and Here Is The Reason Why appeared first on The Sales Evangelist.

Direct download: TSE_717.mp3
Category:Sales Opportunities -- posted at: 1:00am EDT

How do you accelerate your career in sales? How do you make yourself stand out in a world of so many people who are doing the same things as you do? Our guest today is going to share with us principles you can apply to your business to help accelerate your career. Eric Clapper is the […]

The post TSE 716: Key Principles to Accelerate Your Career from Entry Level to Sales Executive appeared first on The Sales Evangelist.

Direct download: TSE_716.mp3
Category:Sales Training -- posted at: 11:40am EDT

Today’s snippet from one of our sessions over at the TSE Hustler’s League is about the principles behind emailing fundamentals. Reasons for sending emails: Letting them know you exist Gathering information Setting appointment Closing the deal Strategies for grabbing your prospect’s interest: Send an awareness email. Also, saying “Hi, name!” can come off as too […]

The post TSE 715: TSE Hustler’s League – Send Powerful Emails appeared first on The Sales Evangelist.

Direct download: TSE_715.mp3
Category:Email -- posted at: 9:28am EDT

Scared of failing too soon? The irony of this, however, is that failing sooner in sales or in your business is actually the quickest way for you to achieve that you want. Our guest on this episode of Sales from the Street is Pete Mockaitis. He’s an entrepreneur and his is a fellow co-podcaster. He […]

The post TSE 714: Sales From The Street-“Fail Really Early” appeared first on The Sales Evangelist.

Direct download: TSE_714.mp3
Category:Business Development -- posted at: 1:00am EDT

Nick Kullin is the founder of Second Flight Consultancy, one of the fastest-growing growth hacking agencies specialized in digital marketing. Today, Nick is going to talk to us about the 10x mindset, particularly how you can growth hack your business through having a proper mindset. Here are the highlights of my conversation with Nick: What […]

The post TSE 713: How To Harness Growth Hacking To 10X Your Business appeared first on The Sales Evangelist.

Direct download: TSE_713.mp3
Category:Business Development -- posted at: 4:10am EDT

There’s nothing like expressing gratitude towards other people. A simple thank you is fine, but wouldn’t it be nice if you show your clients how much you really value them? We all want to feel appreciated. But instead of doing the generic things, make it personal. I highly recommend you do the Platinum Rule. The […]

The post TSE 712: Say Thank You Throughout The Year appeared first on The Sales Evangelist.

Direct download: TSE_712.mp3
Category:Give Value -- posted at: 6:48pm EDT

Today’s guest is Chris Hallberg, author of the book The Business Sergeant’s Field Manual: Military Grade Business Execution Without the Yelling Push-Ups. Chris has worked with hundreds of companies, advising them and giving them practical principles to help them scale and see tremendous success. Here are the highlights of my conversation with Chris: Common mistakes […]

The post TSE 711: Common Mistakes Businesses Make When It Comes To Sales appeared first on The Sales Evangelist.

Direct download: TSE_711.mp3
Category:Business Development -- posted at: 9:47am EDT

Today’s episode on the TSE Hustler’s League is all about finding your ideal customers and how you can actually find them by asking yourself these series of questions. And in so doing, you will have sufficient information that will help you get to those customers who will give you the most success and who will, […]

The post TSE 710: TSE Hustler’s League – “Who Are Your Ideal Customers?” appeared first on The Sales Evangelist.

Direct download: TSE_710.mp3
Category:Ideal Customer -- posted at: 7:44am EDT

Not everyone is born a seller. But any one  can learn how to sell. If you think you’re never going to be good at selling – stop right there. Stop making excuses. Because you can improve if you commit yourself to it. Today’s guest is Chuck Allen, a commercial and residential roofing sales rep based […]

The post TSE 709: Sales From The Street -“You Can Learn To Sell” appeared first on The Sales Evangelist.

Direct download: TSE_709.mp3
Category:Sales Training -- posted at: 1:00am EDT

Do you know why cold calling still works? That’s because not everyone can do it and you doing it gives you that competitive advantage. All the more reason you should do it because high growth companies has cold calling as their number one growth strategy. Today’s guest is David Sill, the SVP of Sales for […]

The post TSE 708: Why and How High Growth Companies are Still Cold Calling as Their Number One Growth Strategy appeared first on The Sales Evangelist.

Direct download: TSE_708.mp3
Category:Cold Calling -- posted at: 1:00am EDT

One of the things many sellers hate doing is following up. In fact, it’s almost as worse as prospecting. We don’t like it at times. It’s probably because they’re afraid of doing it. But people actually have different reasons they don’t do it. So today, I’m going to share with you three things you can […]

The post TSE 707 – How Can I Get My Sales Team To Following Up appeared first on The Sales Evangelist.

Direct download: TSE_707.mp3
Category:Following Up -- posted at: 9:52pm EDT

How do you move your team from being good to great? Rebecca Teasdale is the co-author of The Loyalist Team. Learn how you can  apply some tips and strategies from this book into your own sale process. The other co-authors of the book are Linda Adams, Audrey Epstein, and Abby Curnow-Chavez. Whether you’re the team […]

The post TSE 706: How to Go From a Good Team to an Exceptional Team appeared first on The Sales Evangelist.

Direct download: TSE_706.mp3
Category:Sales Team -- posted at: 5:38am EDT

Today’s episode is another snippet taken from one of our sessions over at the TSE Hustler’s League. If you haven’t yet, you’ve got to check out our awesome team of like-minded people. This semester, we’re covering two tracks – one is focused on business development and the other one is on building value and increasing […]

The post TSE 705: TSE Hustler’s League-“Don’t Focus on the Sale” appeared first on The Sales Evangelist.

Direct download: TSE_705.mp3
Category:Sales Training -- posted at: 9:27pm EDT

Today, I’m going to share with you a challenge that I had, specifically that fear of closing the sale, and how I was able to overcome that. I actually realized that I was the one getting in the way of my sale. So I knew I had to  surpass that. A lot of sales people […]

The post TSE 704: Sales From The Street-“I Am The Bottleneck” appeared first on The Sales Evangelist.

Direct download: TSE_704.mp3
Category:Closing -- posted at: 10:42pm EDT

Today’s discussion places its focus on younger sellers, specifically how to prevent burnout as a millennials seller. But older sellers can benefit from this too. Tim Cole is an award-winning CEO. He has helped launch 20 new brands to the market and has been instrumental in 6 legitimate blockbusters. A key player in the pharmaceutical industry, […]

The post TSE 703: How to Prevent Burnout as a Millennials Seller appeared first on The Sales Evangelist.

Direct download: TSE_703.mp3
Category:Sales Mindset -- posted at: 5:22am EDT

Today, I’m sharing with you the top three struggles experienced sellers (those who has been selling for three years and more) face. And if you find yourself in a rut, here are some tips and tricks to help you get over it so you can achieve success in your sales game each and every time. […]

The post TSE 702: The Three Biggest Struggles Experienced Sellers Face appeared first on The Sales Evangelist.

Direct download: TSE_702.mp3
Category:Sales Training -- posted at: 1:23am EDT

Noah Kagan is the founder of AppSumo and today, he’s sharing with us what they did internally to grow AppSumo to an 8-figure business though inbound and outbound strategies. The number one challenge many sellers face is getting more customers. Noah describes AppSumo as a “groupon for geeks” where they offer daily and weekly deals […]

The post TSE 701: How Noah Kagan and Team Used Inbound and Outbound To Reach 8 Figure Sales appeared first on The Sales Evangelist.

Direct download: TSE_701.mp3
Category:Sales Team -- posted at: 12:21am EDT

Today’s snippet taken from one of our sessions over at the TSE Hustler’s League is big on prospecting. How do you create a prospecting system that keeps your sales  pipeline healthy? Who is more likely to buy your product or service? Write down who your ideal customers are. Write your ideal customer profile down. Where did your last […]

The post TSE 700: TSE Hustler’s League -“Prospecting System” appeared first on The Sales Evangelist.

Direct download: TSE_700.mp3
Category:Prospecting System -- posted at: 6:44pm EDT

Customers come in all shapes and sizes. So how do you go about selecting great customers? Today, I’m sharing with you some great insights into how to maintain awesome relationships with clients and build new relationships. You Have Control You are on the front line so basically you have the ability to select the customers […]

The post TSE 699: Sales From The Street-“Selecting Great Customers” appeared first on The Sales Evangelist.

Direct download: TSE_699.mp3
Category:Prospecting -- posted at: 6:13am EDT

Sometimes we go far and wide finding prospects when we have folks right in our own backyard. There is power in getting local leads. Today, you’re going to learn how to find them and get them. Our guest today is Mark Fortune and he’s going to teach us how to gain local leads. Mark owns […]

The post TSE 698: Power of Local Leads & How To Get More appeared first on The Sales Evangelist.

Direct download: TSE_698.mp3
Category:leads -- posted at: 5:50am EDT

Prospecting is the lifeblood of your sales pipeline. Without adding new people to your funnel, the deals you have are going to dry up. Today’s episode is focused on prospecting. And I wanted to share with you something that has held me back over the years. 5 lies I told myself to not prospect and how […]

The post TSE 697: 5 Lies I Told Myself Not To Prospect and How I Overcame Them appeared first on The Sales Evangelist.

Direct download: TSE_697.mp3
Category:Prospecting -- posted at: 5:21am EDT

Today, we have Chris Orlob on the show. He works for Gong.io that provides data that help sellers become better at sales. In this episode, he’s dishing out top B2B sales trends they’ve seen in 2017 (some of which are going to roll over to 2018). Here are the highlights of my conversation with Chris: […]

The post TSE 696: Top B2B Sales Trends for 2017 appeared first on The Sales Evangelist.

Direct download: TSE_696.mp3
Category:Sales Training -- posted at: 11:52am EDT

Today’s episode is another snippet taken from one of our sessions over at the TSE Hustler’s League. Quick Hacks to Find Ideal Customers: Customer Support Best customers are the ones paying for products or services. This is an often overlooked area. If you’re new to an organization, go to customer support and ask which customers […]

The post TSE 695: TSE Hustler’s League-“Defining The Ideal Customer” appeared first on The Sales Evangelist.

Direct download: TSE_695.mp3
Category:Ideal Customer -- posted at: 2:06pm EDT

This is part two of the other day’s episode where we talked about things you should consider before taking a full commission job. The first six have already been discussed back in Episode 692 and so I’m going to discuss the last two points today. Work Ethic If you haven’t done a full commission job […]

The post TSE 694: Sales From The Street-“What You Must Know Before Taking A Commission Only Job Part 2” appeared first on The Sales Evangelist.

Direct download: TSE_694.mp3
Category:Commission Sales -- posted at: 6:30pm EDT

In this episode, I was privileged to interview Chris Dials, VP of Global Operations for VMware, where he leads the company’s go-to-market operations worldwide —an 800-person global team that serves 5,000+ sales professionals, 75,000+ partners, and 1M+ customers. A senior high tech leader with a 20-year history of leading operational transformation, Chris’ mantra is as […]

The post TSE 693: VMware’s Secret to an Effective Sales Process appeared first on The Sales Evangelist.

Direct download: TSE_693.mp3
Category:Sales Process -- posted at: 6:00pm EDT

Should you take a full commission job? This isn’t an uncommon question among sellers. So I want to give you some insights today into how you can be successful at it as well as some red flags. Here are 8 things you need to make sure that you understand and have agreed to before accepting […]

The post TSE 692: What You Must Know Before Taking a Commission Only Job Part 1 appeared first on The Sales Evangelist.

Direct download: TSE_692.mp3
Category:Commission Sales -- posted at: 1:00pm EDT

Today’s guest is Shiv Khera, a motivational speaker who has inspired and worked with some of the biggest brands like HP, Citigroup, HSBC, Cannon, Nestle, Philips, Mecedes-Benz, and the list goes on. Shiv is the Founder of Qualified Learning Systems USA. He is also the author of the book, You Can Win: A Step-by-Step Tool for […]

The post TSE 691: How Winners Don’t Do Different Things, They Do Things Differently appeared first on The Sales Evangelist.

Direct download: TSE_691.mp3
Category:Sales Training -- posted at: 9:31am EDT

If you stop using or practicing the tools you know would work, you’re going to see a decrease in your sales. Oftentimes, we get training and go to these amazing events. Then we get back to the office we’re back to our same old routines. And we forget the things and principles we learned. Today’s […]

The post TSE 690: TSE Hustler’s League-“Hunt For Customers” appeared first on The Sales Evangelist.

Direct download: TSE_690.mp3
Category:Sales Training -- posted at: 4:26am EDT

There’s a fine line between being persuasive and being pushy. And you don’t want to get to the latter. But how do you reach out to clients without appearing too sleazy? Today’s guest is Michelle Weinstein and she’s going to show us just that. Michelle is fellow podcaster, her show Success Unfiltered talks about how you can […]

The post TSE 689: Sales From The Street-“Don’t Be Sleazy” appeared first on The Sales Evangelist.

Direct download: TSE_689.mp3
Category:Sales -- posted at: 9:43pm EDT

Still struggling with doing cold emails? Our guest today is Mike Hardenbrook, the co-founder of Growth Geeks, a marketplace vetted for freelance marketers or geeks. He is also one of the individuals behind Growth Hacker TV, an educational resource for startups to acquire monetization information and to grow the user base. Mike has a lot […]

The post TSE 688: How I Grew Our Revenue to 120k MRR with Outbound/Cold Email appeared first on The Sales Evangelist.

Direct download: TSE_688.mp3
Category:Email Marketing -- posted at: 11:26am EDT

What are some of the things you see as a setback? You can actually turn those disadvantages into advantages. I was on a podcast interview the other day and I was the one on the hot seat this time. The podcast is called Pioneers of Insight hosted by Jerry Gaura. In the episode, we pointed […]

The post TSE 687: Make Your Disadvantages Become Your Advantages! appeared first on The Sales Evangelist.

Direct download: TSE_687.mp3
Category:Sales -- posted at: 5:14am EDT

Are automation and process the same thing? Nope. Not always. Our guest today thinks online marketers are taking businesses off on a wrong path. And we discuss how you can correct your course. It’s never too late. Today’s guest is Bill Troy. He is soon releasing a book called, Click Sand: How the Pitchmen of Online Marketing […]

The post TSE 686: This Is Why Online Marketing Is NOT Working For You! appeared first on The Sales Evangelist.

Direct download: TSE_686.mp3
Category:Online Marketing -- posted at: 12:51pm EDT

How much is your self-worth? How do you overcome your fear of rejection? Today’s snippet taken from one of our recent sessions over at the TSE Hustler’s League is about the idea of self-worth and how you can overcome your fear of rejection. How Would You Rate Yourself? We play all these roles – husband, […]

The post TSE 685: TSE Hustler’s League-“Your Self Worth” appeared first on The Sales Evangelist.

Direct download: TSE_685.mp3
Category:Rejection -- posted at: 5:49am EDT

Here’s a self-check question for you: What don’t I do what I know I should do? Today, I’m sharing with you the concept behind this. You know how to do cold calling. You know how to prospect. You already know how to utilize LinkedIn. You’ve probably learned something about social selling. Or you’ve listened to podcast […]

The post TSE 684: Sales From The Street-“Why Don’t They Do What They Know?” appeared first on The Sales Evangelist.

Direct download: TSE_684.mp3
Category:Habits -- posted at: 5:52am EDT

You’re probably familiar with Simon Sinek and have watched his Start with Why concept on TEDxTalks. If not, how long have you been living under the rock? Seriously though, you’ve got to watch it! In today’s episode, we have David Mead, a team member at Simon Sinek’s organization Start with Why. David is going to […]

The post TSE 683: How to Help Salespeople and Entrepreneurs Discover their WHY appeared first on The Sales Evangelist.

Direct download: TSE_683.mp3
Category:Start with Why -- posted at: 1:00am EDT

I watched a show on Netflix called The Magic School Bus. No, it isn’t an action film as you would imagine me watching. It’s actually an animated film but its story is worth to be told. And I want to share with you things from the show that we can tie back into sales. The […]

The post TSE 682: What the Magic School Bus Taught Me About Complex Selling appeared first on The Sales Evangelist.

Direct download: TSE_682.mp3
Category:Sales -- posted at: 12:47am EDT

Why do you think most businesses fail? Why is transparency critical in any business? These and more on our episode today! Today’s guest is Robert Thomas Bethel – the man behind the turnover of 77 businesses over the past 50 years. He is an expert when it comes to customer acquisition, company turnaround, and onboarding. […]

The post TSE 681-What I Learned About Sales After Turning Around 77 Businesses Into Profitability appeared first on The Sales Evangelist.

Direct download: TSE_681.mp3
Category:Profitability -- posted at: 6:35am EDT

Still scared of picking up that phone? Sellers need to build habits. You have to learn new skills, reinforce, and build on those skills. This semester of the TSE Hustler’s League has two tracks. The first track focuses on business development and track two focuses on increasing value and close rate. Overcoming the fear of […]

The post TSE 680: TSE Hustler’s League-“Know Your Product” appeared first on The Sales Evangelist.

Direct download: TSE_680.mp3
Category:Fear of Rejection -- posted at: 6:22am EDT

The Ben Franklin close, the puppy doc close, the Columbo close, the assumptive close, and the list goes on ー what close do you use? Many people have the idea of closing totally messed up. They think that since they’ve come to the “closing” part, they feel it’s the end of the process so they […]

The post TSE 679: Sales From The Street – “Closing” appeared first on The Sales Evangelist.

Direct download: TSE_679.mp3
Category:Closing -- posted at: 11:43pm EDT

How do you want to be seen by prospects – a salesman or a Forbes 500 businessman? Speeding up the sales process is critical in any business and if you want to do just that, you have to learn how to present yourself to prospects as a trusted expert, not just a commodity. Adam Witty […]

The post TSE 678: The Seven Pillars of Authority Marketing appeared first on The Sales Evangelist.

Direct download: TSE_678.mp3
Category:Marketing and Sales -- posted at: 6:11am EDT

Today, I’m sharing three things you’re probably doing but you don’t realize it’s harming you as a sales professional. Sales applies to any areas of our lives. Recently, I posted a fill-in-the-blank line on Facebook, which says: “I hate it when salespeople _____.” I got a bunch of amazing answers and it boils down to […]

The post TSE 677: 3 Things You’re Doing that Your Prospects Hate appeared first on The Sales Evangelist.

Direct download: TSE_677.mp3
Category:Prospecting -- posted at: 6:00am EDT

Abundance is yours – NOW. I’m telling you – this is one episode you want to go back and listen to again. Today’s episode is loaded with gems. We have the most sought-after motivational speaker – Lisa Nichols. A successful author and millionaire, Lisa is a single mom. Her book is called Abundance Now: Amplify Your […]

The post TSE 676: Abundance Now: Amplify Your Life & Achieve Prosperity Today appeared first on The Sales Evangelist.

Direct download: TSE_676.mp3
Category:Mindset -- posted at: 7:55am EDT

The TSE Hustler’s League is an online group coaching program designed to help sellers of all levels. Each semester, we focus on a theme. And for this semester, we have two tracks – business development and building value. Check out our first track if your goal is to increase your win rate while if you […]

The post TSE 675: TSE Hustler’s League-“Speed Up The Purchase” appeared first on The Sales Evangelist.

Direct download: TSE_675.mp3
Category:Sales Process -- posted at: 8:00pm EDT

A quick question – where are your thoughts focused on right now? Your thoughts are very powerful, they can actually either spell success or failure in your life. It’s your choice. Today, we have Curtis Rapp, a professional seller and an award-winning speaker. His current passion revolves around cultivating growth mindset by learning and teaching […]

The post TSE 674: Sales From The Street-“Change Your Mindset” appeared first on The Sales Evangelist.

Direct download: TSE_674.mp3
Category:Mindset -- posted at: 1:56am EDT

Do you have a brand that pops? Well, there’s more to branding than just your logo. You have to have a brand that stands out from others. You have to have a strong brand presence. Learn more from our guest, Stephen A. Hart. Stephen is a marketing genius, a successful entrepreneur, and he has done […]

The post TSE 673: How to Craft a Personal Brand that “POPs” and Increases Sales appeared first on The Sales Evangelist.

Direct download: TSE_673.mp3
Category:Branding -- posted at: 7:49pm EDT

Prospecting may come in shapes and forms. Should you send an email beforehand? Or should you just call right away? These and more on this episode today. First off, we’re starting a new thing where I’m utilizing more videos. Done Tuesdays at noon on our Facebook Group, The Sales Evangelizers where I will be answering questions there […]

The post TSE 672: How Can I Set Myself Apart When Making a Cold Call? appeared first on The Sales Evangelist.

Direct download: TSE_672.mp3
Category:Prospecting -- posted at: 9:09pm EDT

Looking to grow your company in seven figures? Who doesn’t? And oftentimes, it all boils down to learning the basics and practicing them over time. Dustin Matthews is a speaker, an entrepreneur, and a phenomenal author. Today, he shares with us great insights into the strategies they did in helping grow a business to $14 […]

The post TSE 671: Three Things We Did to Grow a Business to $14 Million and # 35 on the INC 500 List appeared first on The Sales Evangelist.

Direct download: TSE_671.mp3
Category:Business Development -- posted at: 10:50am EDT

How do you increase urgency in your sales process without sounding too pushy? This and more in this episode of the TSE Hustler’s League. Today, I’m sharing with you how you can recognize the power of scarcity. Regardless of what you’re selling, there’s an opportunity to implement scarcity. Creating a Sense of Urgency The usual […]

The post TSE 670: TSE Hustler’s League-“Creating Scarcity” appeared first on The Sales Evangelist.

Direct download: TSE_670.mp3
Category:Scarcity -- posted at: 10:04am EDT

Problem with increasing your rates? I’m putting myself on the hot seat today as I discuss with you one major sales challenge that I faced and how I overcame it – in fact, raising my price to 130%! It all comes down to perceived value and education. Pricing: A Major Challenge One of the major […]

The post TSE 669: Sales From The Street-“Hustle Till It’s DONE” appeared first on The Sales Evangelist.

Direct download: TSE_669.mp3
Category:Building Value -- posted at: 3:22am EDT

If you’re still not convinced of leveraging video in your business, then you’ve got to listen to this episode. Videos are an often under-utilized tool by many sales professionals, not realizing the impact it could have in gaining your customer’s trust. Remember, people do business with those they know, like, and trust. Our guest today […]

The post TSE 668: How To Stop Being Afraid of the Camera and Kick Butt at Video Marketing appeared first on The Sales Evangelist.

Direct download: TSE_668.mp3
Category:Videos -- posted at: 11:42am EDT

Ever heard of the term Cognitive Dissonance? This is something I actually learned from Kurt Mortensen’s book, Maximum Influence, which I think is highly valuable and applicable to sales, specifically when we talk about asking for sales commitments. That’s why I’m sharing it with you. What is Cognitive Dissonance? This is a psychological discomfort that […]

The post TSE 667: Don’t Be So Pushy…Okay? appeared first on The Sales Evangelist.

Direct download: TSE_667.mp3
Category:Sales -- posted at: 6:14am EDT

As sellers, one of our greatest fears is picking up that darn phone. We don’t have the confidence to speak to our prospects because we either don’t know what to say to them or we’re scared of rejection. But in exchange of that fear, you’re missing out on leads. You can’t just let that happen […]

The post TSE 666: How To Gain Confidence To Pick Up The Phone as a Small Business Owner appeared first on The Sales Evangelist.

Direct download: TSE_666.mp3
Category:Cold Calling -- posted at: 11:05am EDT

Today’s episode is taken from one of our sessions over at the TSE Hustler’s League, If you haven’t yet check out our two-tracked training happening this October where we will focus on building value and business development. Asking Questions Stop winging it! Ask meaningful questions.  A study that was done on the Journal for Applied […]

The post TSE 665: TSE Hustler’s League-“The Art of Asking Questions” appeared first on The Sales Evangelist.

Direct download: TSE_665.mp3
Category:Questions -- posted at: 3:03am EDT

Are you struggling with having business conversation with your clients? Let me help you deal with this today as I share with you what I did to overcome this. A Personal Struggle At some point, I was having trouble having business conversations with my clients. I would give them information and do a demo. Then […]

The post TSE 664: Sales From The Street-“Great Questions Are The Key” appeared first on The Sales Evangelist.

Direct download: TSE_664.mp3
Category:Business Conversation -- posted at: 3:25am EDT

Feeling down lately? Been getting rejection after rejection? Are you on the verge of giving up? Don’t give up just yet otherwise you could be missing out on greater opportunities to come. Persistence is key. Today’s guest is Dr. Clarence Lee, Jr. He is the author of Persist: How to Beat the Things that Make […]

The post TSE 663: Persist: How To Beat The Things That Make Us Quit appeared first on The Sales Evangelist.

Direct download: TSE_663.mp3
Category:Motivation -- posted at: 2:55am EDT

Building value with a prospect is a common challenge among many salespeople. And at the core of this is showing respect to your customers. This week, I got the chance to speak at the Eastern Minority Supplier Development Council where I spoke about sales, specifically about how we can build value in every single conversation […]

The post TSE 662: Don’t Insult Your Prospects appeared first on The Sales Evangelist.

Direct download: TSE_662.mp3
Category:Value Conversation -- posted at: 1:23am EDT

How can you stay motivated even when things are not going so well? Today’s guest is Brian Biro, America’s Breakthrough Coach, and he shares with us why people actually are not overachievers and how you can stay motivated to keep you on top of your sales game. Brian has been speaking for over 20 years. He […]

The post TSE 661: How To Stay Motivated…Even When Things Are Going Bad appeared first on The Sales Evangelist.

Direct download: TSE_661.mp3
Category:Motivation -- posted at: 12:34am EDT

This is episode is part two of the discussion we had last week on Episode 655 where we talked about how you can create an experience for your customers, specifically around the idea of asking powerful questions. Last week, I discussed how to do the start stop question. This week, I’m going to teach you […]

The post TSE 660: TSE Hustler’s League-“The Reverse” appeared first on The Sales Evangelist.

Direct download: TSE_660.mp3
Category:Asking Thought Provoking Questions -- posted at: 12:30pm EDT

Finding leads is one of the biggest hurdles many sellers go through. Trying to do outbound sales is so time-consuming! But what if you had a software that can help you with prospecting? What if you had a tool can free your hours from doing cold-calling or scraping profiles on LinkedIn? And I’ve found that in […]

The post TSE 659: Sales From The Street-“Finding New Leads Made Easy” appeared first on The Sales Evangelist.

Direct download: TSE_659.mp3
Category:Prospecting -- posted at: 8:19am EDT

It’s not easy to sell… but having a process to follow will help streamline things for you. Today, we talk about the idea of an assembly line for your sales process. Donald is a New York tax attorney turned entrepreneur. He sold his first company which he created with his mom and did it out […]

The post TSE 658: Step-by-Step Instructions on Implementing a Sales Assembly Line appeared first on The Sales Evangelist.

Direct download: TSE_658.mp3
Category:Sales Process -- posted at: 2:31am EDT

It’s hurricane season at this time of year and we are definitely not out of the woods yet. It’s something that happens from June to November. And currently we are at the height of the hurricane season. Hurricane Harvey has recently hit Texas and following that, Hurricane Irma came to hit the whole of Florida. […]

The post TSE 657: What Hurricane Irma Taught When It Comes to Sales appeared first on The Sales Evangelist.

Direct download: TSE_657.mp3
Category:Sales Training -- posted at: 5:55am EDT

Sales process – this is something that new and struggling sellers have. Today’s guest is Meir Ezra and he shares with us why you too need to have an effective sales process in place and how to actually do that. Meir runs different businesses around the globe. Back in Israel, he has taught companies how to […]

The post TSE 656: You Need a Better Sales Process! appeared first on The Sales Evangelist.

Direct download: TSE_656.mp3
Category:Sales Process -- posted at: 8:39pm EDT

Today’s snippet taken from one of our sessions over at the TSE Hustler’s League is all about creating an experience early in the sales process for your customers. Asking Hard Questions You have to be willing to ask hard questions. These may not be the easiest questions to ask but once you do, they’d give […]

The post TSE 655: TSE Hustler’s League-“Create & Experience” appeared first on The Sales Evangelist.

Direct download: TSE_655.mp3
Category:Customer Experience -- posted at: 8:50pm EDT

It’s a common prospecting scenario where you pick up the phone and then a live person answers on the other end of the line. Now you find yourself stuttering, not knowing how to start the conversation or what to say.  Now, what? Cat got your tongue? Or you may probably ramble through the conversation that it […]

The post TSE 654: Sales From The Street-“The First Few Seconds Suck” appeared first on The Sales Evangelist.

Direct download: TSE_654.mp3
Category:Prospecting -- posted at: 2:37am EDT

Many sellers are scared of getting objections. Worse, they don’t do something to overcome them. They think that getting through one sales call after another can make you get better at it. Well, you won’t! Today, Jim Brown is going to teach you how you can overcome objections for you to be able to handle […]

The post TSE 653: Mastering The Art of Negotiation and Overcoming Objections appeared first on The Sales Evangelist.

Direct download: TSE_653.mp3
Category:Negotiation -- posted at: 1:00am EDT

Are you relying solely on your demo thinking that is what’s going to close the deal? Well, you better stop it as early as now because it won’t get you anywhere. See, it’s not how many demos you get to present. It’s not a numbers game in this case. It’s about quality. When I was […]

The post TSE 652: Stop Using The Demo as a Crutch (DaaC) appeared first on The Sales Evangelist.

Direct download: TSE_652.mp3
Category:Demo -- posted at: 1:32am EDT

There’s nothing wrong with traditional training models, but with a few tweaks, you can even go further! Cynthia Barnes shares her insights into the current sales training system and why you need to transform the way we do sales training, women in particular. Cynthia is a keynote speaker and sales trainer, showing women sales professionals […]

The post TSE 651: It’s Time to Transform Our Sales Training appeared first on The Sales Evangelist.

Direct download: TSE_651.mp3
Category:Sales Training -- posted at: 9:59pm EDT

Closing is one of the most important aspects of a sales process. But it has to be a natural progression in converting prospects into buyers. Today’s snippet taken from one of our sessions over at the TSE Hustler’s League is about a concept I highly recommend which is about early stage deal closing. It doesn’t […]

The post TSE 650: TSE Hustler’s League-“Early Stage Deal Closing” appeared first on The Sales Evangelist.

Direct download: TSE_650.mp3
Category:Closing -- posted at: 4:25am EDT

Still struggling with how you can get your customers to respond to your email? Are you the business card hoarder at events? You’re probably getting as many cards as you can. And these could be leads you’ve collected for over a year from those events and you’re just letting them sit there on your desk […]

The post TSE 649: Sales From The Street-“The Cadence Is Working” appeared first on The Sales Evangelist.

Direct download: TSE_649.mp3
Category:Prospecting System -- posted at: 8:40am EDT

Are you looking for potential investors? Well first, you’ve got to make sure that you know what you’re doing. Make sure you’re doing the right thing, you have the right process, and you’re using the right vocabulary. Your goal is to turn skepticism into confidence. How do you do that? Listen in! Today’s guest is […]

The post TSE 648: How Greg Centineo Raised $122M With 100% Referrals During The Great Recession! appeared first on The Sales Evangelist.

Direct download: TSE_648.mp3
Category:Entrepreneur -- posted at: 10:00pm EDT

No matter how great your product is but if you are not treating your customers the way they want to be treated, you could be losing more money than you actually realize. I’d like to share with you a bad experience I recently had and hopefully you get insights into what you should do and […]

The post TSE 647: Selling Is Service & Service Is Selling appeared first on The Sales Evangelist.

Direct download: TSE_647.mp3
Category:Customer Service -- posted at: 11:09am EDT

Do you find yourself all over the place? You could be putting your efforts into selling to so many customers right now when all you should be focusing on are zebras. In this episode, find out who are the zebras, why the zebras, and how you can be effective in sales through this approach. Jeff […]

The post TSE 646: Sell To Zebras, Close More Deals! appeared first on The Sales Evangelist.

Direct download: TSE_646.mp3
Category:Ideal Customer -- posted at: 8:15am EDT

Are you just going to be like just everybody else trying to fight based on price? Today’s snippet is from one of our past sessions over at the TSE Hustler’s League where I talked about the unique differentiating factor you can bring to the table. So you can stand out from what others are doing. […]

The post TSE 645: TSE Hustler’s League-“What Makes You Different” appeared first on The Sales Evangelist.

Direct download: TSE_645.mp3
Category:Competition -- posted at: 1:00am EDT

Today’s episode is about getting social… the right way. Our guest today is Michael Manzur. He has some great insights into utilizing social media for selling. It’s about taking advantage of things that will help us work smarter, not harder. These are things that have worked for them, that might already be working for you […]

The post TSE 644: Sales From The Street-“Get Social” appeared first on The Sales Evangelist.

Direct download: TSE_644.mp3
Category:Social Selling -- posted at: 1:00am EDT

Having a great sales compensation plan in place helps our team to perform better. Unfortunately, many businesses oftentimes overlook this aspect. If you’re in a sales leadership role or vying for one, this is a must-listen episode. Today’s guest is Rowan Tonkin. He is the Head of Sales and Marketing Solutions at Anaplan. He’s giving […]

The post TSE 643: How To Make Your Sales Compensation Plans Attractive & Fair! appeared first on The Sales Evangelist.

Direct download: TSE_643.mp3
Category:Sales Compensation Plan -- posted at: 2:08pm EDT

Still struggling with how you can get your prospects to respond to your emails? If you really, truly want to grab their attention then you have to make sure you’ve crafted your email to perfection. Know what ticks them off and what prompts them to reply.  In this episode, I’m going to share with you […]

The post TSE 642: This Is How You Get People to Respond to Your Emails appeared first on The Sales Evangelist.

Direct download: TSE_642.mp3
Category:Email Marketing -- posted at: 10:26pm EDT

Steve de Mamiel is a marketing and sales expert. He is a big proponent of utilizing technology to help your business to grow. Today, let’s talk about how AI systems can actually accurately determine online behaviors to find potential buyers. It takes the work out of it for us. We’re also going to touch on […]

The post TSE 641: How AI Systems Can Accurately Help You Find New Leads appeared first on The Sales Evangelist.

Direct download: TSE_641.mp3
Category:leads -- posted at: 7:36am EDT

What makes you stand out against everyone else? Today’s snippet taken from our previous episodes at the TSE Hustler’s League is about how you can have that differentiating factor. Think about what you have to offer. In the last situation where you lost the deal, were you pushing the product or were you pushing a […]

The post TSE 640: TSE Hustler’s League-“Unique Factor” appeared first on The Sales Evangelist.

Direct download: TSE_640.mp3
Category:Unique Way To Sell -- posted at: 4:33am EDT

To succeed in sales, one must know how to listen. I mean to really listen what your client is telling you. And along with that comes asking the right questions, using the right tools, and having the right process in place. Today’s guest is Shauna McGee Kinney and she shares with us how she took […]

The post TSE 639: Sales From The Street-“I REALLY Started Listening” appeared first on The Sales Evangelist.

Direct download: TSE_639.mp3
Category:Sales Conversations -- posted at: 9:20am EDT

Stuck in the idea of having to come up with original ideas? Do you feel like you have to recreate the wheel every single time? Sometimes you just have to copy different ideas from great people and rearrange them to make it your own. This is how you can move that needle from being a […]

The post TSE 638: Why Great Salespeople And Entrepreneurs Steal Before They Can Create Success appeared first on The Sales Evangelist.

Direct download: TSE_638.mp3
Category:Business Development -- posted at: 6:05am EDT

I got to work in the business board of this organization where they have these local folks in the community. We come together and help the business department bouncing ideas off each other. And one of the speakers they had spoke about this concept of taking bigger risks to get bigger rewards. Big man Grant […]

The post TSE 637: The Bigger The Risk, The Bigger The Reward appeared first on The Sales Evangelist.

Direct download: TSE_637.mp3
Category:Risk -- posted at: 11:17pm EDT

Previously, I’ve talked about how podcast guesting could actually help you in your sales process. But you might have brushed this idea aside so it bears repeating. Who knows? It could be where magic can happen. So today I’m bringing in Nicole Holland and she’s giving us great insights into getting leads and business development […]

The post TSE 636: A Powerful Lead Generation Strategy Your Company Hasn’t Considered Yet appeared first on The Sales Evangelist.

Direct download: TSE_636.mp3
Category:leads -- posted at: 8:17pm EDT

Today’s episode on the TSE Hustler’s League touches on the topic of credibility. We could be too focused on other areas of selling that we tend to leave out the credibility part which is just as equally important. So I want to share with you some insights into how you can build that credibility.   […]

The post TSE 635: TSE Hustler’s League-“How Credible Are You?” appeared first on The Sales Evangelist.

Direct download: TSE_635.mp3
Category:Building Value -- posted at: 8:15pm EDT