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July 2018
S M T W T F S
     
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Syndication

Stories validate the work you’re doing. They build value. And really good salespeople never stop telling stories. Mike Adams, author of the book Seven Stories Every Salesperson Must Tell, explains that stories forge connections between people who don’t know each other and they help to establish rapport. Today on The Sales Evangelist, Mike Adams outlines […]

The post TSE 888: Seven Stories Every Salesperson Must Tell appeared first on The Sales Evangelist.

Direct download: TSE_888.mp3
Category:Building Rapport -- posted at: 10:04am EDT

I noticed something interesting at a conference I attended recently. The conference was amazing, but I noticed something noteworthy about many of the exhibitors: they didn’t know how to tell me the problems they solve. They tossed around words like noteworthy, synergy, cohesive, and proprietary, but they couldn’t answer the most important question: “What do […]

The post TSE 887: What Do You Do…For Me? appeared first on The Sales Evangelist.

Direct download: TSE_887.mp3
Category:Message -- posted at: 12:47pm EDT

Every aspect of selling has changed in the last 25 years. In any field where people have to connect with other people, the changes in communication have caused big shifts. For sales professionals, the key is to resist the urge to push back against millennials’ natural tendencies. Instead, let your millennials do their thing. On […]

The post TSE 886: Professional Selling In The Age of Kardashian: Let Your Millennials Do Their Thing appeared first on The Sales Evangelist.

Direct download: TSE_886.mp3
Category:Cold Calling -- posted at: 12:23am EDT

Imagine a dog chasing a car in your neighborhood. He’s chasing the car with every ounce of effort that he has, but clearly, he hasn’t developed a strategy: what will he do when he catches it? As sales professionals, we need a clear strategy for prospecting so we know exactly how we’ll delight the prospect […]

The post TSE 885: TSE Hustler’s League-“Dog Chasing A Car” appeared first on The Sales Evangelist.

Direct download: TSE_885.mp3
Category:Prospecting -- posted at: 1:08pm EDT

When Mike Simmons made the move from individual contributor to leader, he tried to implement his own approach to the sales process. He eventually realized that his scripts and his processes wouldn’t work for everyone on the team. He discovered that each person needs a unique set of guiding principles. On today’s episode of Sales […]

The post TSE 884 : Sales From The Street-“Your Own Avatar” appeared first on The Sales Evangelist.

Direct download: TSE_884.mp3
Category:Preconceived Notions -- posted at: 1:05am EDT

Mikael Dia wasn’t always an entrepreneur. His first business venture enjoyed early success. But it also revealed to him that he knew nothing about selling to people other than family and friends. As a result, he invested his efforts in learning to effectively acquire inbound leads. On today’s episode of The Sales Evangelist, Mikael shares […]

The post TSE 883: How To Effectively Acquire Inbound Leads By Building Value Early appeared first on The Sales Evangelist.

Direct download: TSE_883.mp3
Category:Inbound -- posted at: 11:32am EDT

Imagine being invited to coffee by someone who wants to hear more about what you’re doing. You arrive at the coffee shop, spot him, wave him over, and buy him a drink. After 30 seconds of talking about your project, he launches into a sales pitch. You realize you’ve been snared in the coffee shop […]

The post TSE 882: The Coffee Shop “Meeting Trap” appeared first on The Sales Evangelist.

Direct download: TSE_882.mp3
Category:Being Authentic -- posted at: 12:01am EDT

Oren Klaff calls sales an art form. A lifetime of raising money taught him that it requires the same process as selling: find a buyer, get his attention, hold his attention, convince him to trust you, and then convince him that what you have is scarce. Once he discovers that others want what you have, […]

The post TSE 881: The Art & Science of Pitching Anything to Anyone! appeared first on The Sales Evangelist.

Direct download: TSE_881.mp3
Category:Framing -- posted at: 12:01am EDT

Sometimes, the relationship between seller and customer goes bad. Small mistakes grow into tension and the relationship starts to sour. In this case, it doesn’t matter who’s right or wrong. You must be the leader who initiates a two-way dialogue. This is the final episode of our three-part series about the book Stop Selling & […]

The post TSE 880: Stop Selling & Start Leading-“Two-Way Dialogue” appeared first on The Sales Evangelist.

Direct download: TSE_880.mp3
Category:Relationships -- posted at: 12:01am EDT

As a seller, you’ll come across many people who are hesitant to change. Whether they’re prospects or others within your company, sales leaders must recognize the importance of change and the reason for it. More importantly, innovative sellers will use their influence to convince others as well. On today’s episode we’re talking about the book […]

The post TSE 879: Stop Selling & Start Leading-“Innovative Seller” appeared first on The Sales Evangelist.

Direct download: TSE_879.mp3
Category:Risk -- posted at: 12:01am EDT

          Successful customers are the greatest recruiting tool available to small businesses. If your customers can deliver the message that your work is incredible, that’s much more effective than your blog post that says the same thing. Making customers more successful is key to business growth. Today on The Sales Evangelist, […]

The post TSE 878: Why Making Customers More Successful is Key to Business Growth appeared first on The Sales Evangelist.

Direct download: TSE_878.mp3
Category:Business Growth -- posted at: 1:00pm EDT

Your prospects likely have dozens of sellers seeking to connect and build relationships with them. That means dozens of cold calls, emails, and presentations by dozens of different organizations. The key to success with any prospect is to build trust and be seen as an innovative seller. Today on The Sales Evangelist, we begin a […]

The post TSE 877: How To Build Trust & Be Seen As An Innovative Seller appeared first on The Sales Evangelist.

Direct download: TSE_877.mp3
Category:Customized Solutions -- posted at: 12:01am EDT

Sales is one of the most crucial parts of entrepreneurship, but many of us come up short. Because entrepreneurs occupy multiple roles, sales often gets lost in the shuffle of running our own businesses. On today’s episode of The Sales Evangelist, Brian Hendrick talks more about the challenges of selling as an entrepreneur. We first […]

The post TSE 876: The Challenges of Selling As An Entrepreneur Part 2 appeared first on The Sales Evangelist.

Direct download: TSE_876.mp3
Category:Bryan Hendrick -- posted at: 7:00pm EDT

                Sales requires a predictable process, but too often sales professionals deviate from the established path. They improvise and eliminate steps, and lose sight of the overlooked basics. On today’s episode of The Sales Evangelist Hustler’s League, we discuss why it’s important to do the fundamental things that […]

The post TSE 875: TSE Hustler’s League-“Overlooked Basics” appeared first on The Sales Evangelist.

Direct download: TSE_875.mp3
Category:Objections -- posted at: 2:34pm EDT

When Anna Talerico needed account execs, she discovered the hard way that growing account executives is much easier than finding them. Prior to the discovery, she spent a lot of time recruiting AEs without a lot of success. She kept hiring the wrong people. On today’s episode of Sales From the Street, Anna Talerico tells […]

The post TSE 874: Sales From The Street: “Growing Account Executives” appeared first on The Sales Evangelist.

Direct download: TSE_874.mp3
Category:Account Executive -- posted at: 2:00pm EDT

Entrepreneurs, regardless of their industry, must learn to succeed in sales. Selling as an entrepreneur is challenging because you don’t necessarily have the same resources you had when you worked for a big company. As an entrepreneur, you have to do the sales, the fulfillment, and everything in between. Today, Bryan Hendrick from our The Sales […]

The post TSE 873: The Challenges of Selling As An Entrepreneur Part 1 appeared first on The Sales Evangelist.

Direct download: TSE_873.mp3
Category:B2C -- posted at: 12:35pm EDT

Many of the practices that new sellers use are ineffective. They don’t help your efforts, but you use them because other people said you should. Today on The Sales Evangelist, we’re tackling the sales myths crippling new sellers. Though there are countless myths that we pass down and cling to, we’ll address the top five […]

The post TSE 872: 5 Sales Myths Crippling New Sellers appeared first on The Sales Evangelist.

Direct download: TSE_872.mp3
Category:Differentiate -- posted at: 8:19am EDT

For many sales professionals, learning to sell to the C-suite is intimidating. Steve Bistritz has spent the last 17 years focused on selling to executives, and he says there’s a right way and a wrong way to do it. He shares his experiences today on The Sales Evangelist. Steve is co-author of the book Selling to […]

The post TSE 871: How To Sell To The C-Suite appeared first on The Sales Evangelist.

Direct download: TSE_871.mp3
Category:C-Suite -- posted at: 12:05pm EDT

Every prospect has objections. If you fail to address them well, your proposal could go dry. Your prospect may disappear. Today on The Sales Evangelist Hustler’s League, we’ll hear a discussion about how to align our prospects with our company and how to qualify our prospects before closing. Don’t trick the buyer. Sales professionals should […]

The post TSE 870: TSE Hustler’s League-“Objection” appeared first on The Sales Evangelist.

Direct download: TSE_870.mp3
Category:Objections -- posted at: 6:00pm EDT

When it’s time to scale your team, there are dozens of things that can go wrong. How do you make sure you hire the right team members? What if they don’t work out? How can I make sure the people I bring are really good. On today’s episode of Sales From The Street, we’ll discuss […]

The post TSE 869: Sales From The Street:”Scaling My Sales Team” appeared first on The Sales Evangelist.

Direct download: TSE_869.mp3
Category:Company Culture -- posted at: 7:10pm EDT

Sales professionals sometimes forget that people buy you. We get so caught up pushing our products or services that we lose sight of the importance of networking. Today on The Sales Evangelist, Jordan Harbinger, host of The Jordan Harbinger Show podcast, explains that networking isn’t just about interacting with famous or popular people, but rather […]

The post TSE 868: People Buy You appeared first on The Sales Evangelist.

Direct download: TSE_868.mp3
Category:Give Value -- posted at: 10:37am EDT

Sales professionals sometimes talk so much about value that it becomes meaningless. We toss it around like a buzzword instead of sincerely seeking to provide value. What is value, and how can you become better at using value more effectively? Today on The Sales Evangelist, we’ll define value and discuss how you can make it […]

The post TSE 867: What Is Value? appeared first on The Sales Evangelist.

Direct download: TSE_867.mp3
Category:Seek to Understand -- posted at: 10:34am EDT

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