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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.