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Syndication

How To Ensure Your Sales Teams Actually Have Time To Sell

 

All organizations, no matter what size, need to know how to ensure your sales teams actually have time to sell

Resa Gooding is a partner in an Hubspot certified agency and they mostly help companies, especially startups, in Israel. As one of the top three agencies in Israel, they primarily work with startups and other traditional companies such as agriculture and manufacturing. They are helping them understand the value of CRM and how to effectively apply it to their companies. 

Challenges salespeople face

The most common problem in the sales force is the lack of training given to the sales team. This lack of experience causes inefficiency as the companies throw their sales reps in deep waters  and expect them to swim. 

Many companies are so focused on the technology or the product they’re producing,  they don’t spend adequate time sharing the value and benefits of their product with the sales force.  An untrained team ends up spending more time on the administrative tasks instead of selling. They need to be given the information and the tools to effectively sit down with a new prospect. 

If management fails to offer the sales team a way to stay accountable to the work day activities, management can mistakenly think their team isn’t working. There has to be a system in place so the sales team can report their activities and successes.  Having this in place also gives management a tangible way of seeing the work their team is doing. For example, how many calls they’ve made in the workday. 

Resa set up marketing campaigns for her clients but began to see that if  sales people didn’t know how to work with the prospects that came from the marketing, the efforts were in vain. She saw that to make marketing effective, the sales people needed to be able to  summarize conversations properly and sales reps needed to reduce their time spent on administrative efforts. They needed to be equipped to spend their time selling. Resa aims to give salespeople the time to study their product, set up appointments, and communicate with prospects effectively, instead of spending their time doing administrative tasks. 

Ensure that your sales teams are having the time to sell

Sales reps need training in order to be successful and reach their goals. Sales processes they can follow have to be set up so their efforts can be checked by management.  This promotes accountability. 

There are three tools that can be used to ensure that sales teams are getting more time to sell their company’s product.

Connect your email inbox to your CRM software

You can use HubSpot, SaleForce, or other similar CRM software. At the end of the day, what matters is that your sales team is more efficient in their work. The first thing you can do is connect your email inbox to the CRM software you’re using. 

This is efficiency at its best.  Using this software allows your manager to see the emails exchanged between you and prospects or customers.  Enabling the manager to view this communication directly eliminates the need to summarize conversations at a later time.  Leave that to your CRM. 

Both marketing and sales today can be measured through this software. Managers and the sales team no longer have to meet each time reports need to be made. All aspects of the sales process can be viewed as needed and everything is measurable. 

Earlier salespeople, like the ones who sold door-to-door, had to write down all their data or write a report about their sales day. Today, the salesperson just needs to connect to their email inbox on the CRM platform and reports are immediate.

Using CRM increase the sales reps’ available time up to 21% compared to doing the reports manually. 

For example, when you attend a conference, typically you have to wait until you get home to  input information manually. You can potentially delay communicating with the contacts you made at the conference up to a whole week.   This is valuable time wasted in a world where transactions can happen so quickly. 

When you are using CRM software, you are able to reach out  immediately by asking for their email and starting a conversation while still at the conference. This is a huge advantage to setting up CRM software and free up so much time in the sales process. 

Connect your Calendly to your email communications 

The second way to ensure your sales teams are getting the time to sell is to connect your Calendly to your email communications. This is an efficient way of setting up a meeting with prospects and clients. Hubspot has an amazing tool that can help salespeople connect with speed. It’s suggested that you also embed three specific times a client can meet with you.  It’s more efficient when they don’t have to work as hard to figure out a time or date you’re available. It cuts down on the emails that have to be exchanged to firm a meeting which also saves valuable time. 

Use templates effectively 

Templates are ways to streamline the time it takes to write and send an email while it makes communication customizable.  This can be set up in HubSpot once your inbox is created and by simply clicking a button, it will copy all the text and bring it straight to your HubSpot. You can then change the information and content to make it more personalized and unique to your prospect or client.  

Resa has observed that this feature is especially helpful for salespeople who may not be  strong in written communication. This is where marketing team can be especially helpful. Marketing can set-up the templates for salespeople to use. 

After emails are sent, the software can then track when it’s opened by the recipient.  Having this information helps salespeople become more efficient about timing and targeting the call back or follow up.  It’s much easier to build a rapport with someone who has already shown initial interest. The recipient won’t get any notifications that you’ve seen them open the email.  It’s just a helpful tool for you to time the response. 

These three tools help make your sales team more efficient as it reduces their time on administrative tasks.  Using Hubspot also allows access to reports summarizing all the activity as well.

HubSpot is free so businesses can check it out and test it in their own sales systems. This is a good platform for startups that don’t have the budget to invest in programs and software. 

Many startup companies that Resa has helped have seen positive results when they use her three suggestions for saving time. 

“How To Ensure Your Sales Teams Actually Have Time To Sell” episode resources 

You can message Resa via her LinkedIn account. You can also check out her website: www.cacaomedia.co

For more sales information and questions, you can also catch up with Donald via LinkedIn, Instagram, Twitter, and Facebook for any sales concerns. 

This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

This podcast is also brought to you in part by Reveal the Revenue Intelligence podcast. It’s about utilizing data to make business decisions instead of just guessing your way through major sales decisions. Visit gong.io for their podcast. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound.

Direct download: TSE_1230.mp3
Category:Sales Training -- posted at: 12:00am EDT

Visnostic selling translates your information from vendor-speak to client-speak, and sellers who understand the fundamentals of visnostic selling will change the way they think about sales. 

Kimberlee Slavik has been a top performer in sales for more than 20 years, and she recently released a book called Visnostic Selling. Her goal is to help sales and marketing professionals harness the power of neuroscience by translating vendor-speak into client-speak. 

Storytelling

Kimberlee always assumed her sales success resulted largely from dumb luck until she listened to Michael Bosworth’s latest book, What Great Salespeople Do. The book talks about storytelling and neuroscience and explains the chemical reactions that happen in the brain. Stories make the Bible the best-selling book of all time because they allow readers to visualize events.  

She was listening to the book while she was driving so she couldn’t highlight or make notes, but the content made sense to her. It was the first time she recognized the science behind her own success. 

Because her career selling complex intangibles requires her to qualify clients very well, she must be able to articulate what she can do for them. She hopes to help other people figure out the science that it took her so long to discover. 

Visnostics

Visnostics is a trademarked word that combines visualization and diagnostics. Instead of showing up to a demonstration with a bunch of slides or a brochure or a website full of words to say, visnostics teaches you to reword everything. Speak in the first-person as though the client was actually saying these things. When you do, it triggers a completely different response in the brain. The order of words also plays a tremendous role. 

This isn’t a questionnaire that asks questions on your way to helping you diagnose. Truthfully, no one looks forward to filling out surveys. Instead, provide a statement instead of a question and offer three different ways to respond:

  • “I can say this today.”
  • “I wish I could say this today.” 
  • “I don’t know.”

If your prospect chooses the first option, he must score himself on a scale of 1 to 5, with 1 meaning he has a long way to go and 5 meaning it’s perfect. 

They’re very engaged because they know they have to respond to what you’re saying. It allows you to sort of hijack the prospect’s brain because they have to concentrate to answer. It’s a powerful tool for sellers.

When you trigger chemicals in your client’s brain without him even realizing it, that’s powerful. The prospect wants to tell you his story because this is what the visnostic statement creates. Instead of the seller doing all the talking, this process prompts the client to share their stories.

Visnostic statements

The book teaches people to create a spreadsheet in which one column includes all of the seller’s gnostic statements, and the book also helps sellers understand how to create those powerful visnostic statements. Another column maps out each of the visnostic statements to a summarization of a statement of work. In other words, how you can turn a non-strength into a strength. 

Once the salesperson walks the client through the statements, they’ll have a sense of the things that the client is doing well, the areas with the biggest room for improvement, and areas that simply need tweaking. 

Within an hour or two, the seller can be confident and competent in front of their clients. 

Getting started

Kimberlee begins by asking sellers to visualize a dollar sign, a clock, and a toolbox. Those images represent results related to finances and timelines and there’s an associated impact. The first words will be “I’m going to save you $1 million in a month.” For an office furniture salesperson, the aerodynamic office furniture will create more comfortable employees who work harder and work longer. The seller will then establish visnostic statements according to segmentation. 

You can figure out your segmentation by talking to past clients who will tell you more than your marketing department ever could. Since they are actually using the furniture, they’ll help you flush out differentiation. #MarketSegment

Change your approach

When you start thinking dollar sign, clock, and toolbox, revisit your own marketing message. Start at your own website and pick out all the words that represent results. Many people are disappointed to discover that they don’t have as many as they thought they did. It might trigger you to find results by talking to past clients to understand how working with you has impacted their lives. 

One real estate agent had recommendations that all sounded the same on his site. He had a long paragraph that took up half the page describing his work. Kimberlee had to dig to find results statements, but when she did, she put together this visnostic statement: 

“My realtor had a contract on all three of my homes in less than a week when all other realtors were averaging 100 days or more.”

The reader now knows that the person sharing the recommendation wasn’t just a lucky sell. The realtor sold three homes in less than a week. The statement also differentiated the realtor from his competition by specifying how long other realtors were taking to sell houses. 

This new way of thinking will change the way you view your marketing materials, your brochures, and your website. 

Working well

Most organizations are oblivious to the fact that marketing and sales don’t work well together. Her workshops require that marketing and sales sit in the same room together during the translation from features and functions into visnostic language. They move from vendor-speak to client-speak and it makes a world of difference. 

When the two teams work together, it creates a powerful team-building exercise. When their efforts are aligned and they are in sync, magic happens. When they are out of alignment, sales suffer. 

Managers who are interested in this kind of training must do their homework first. Make sure you’ve bought into the program and that you understand it. Kimberlee invites readers to connect with her personally for what amounts to a free consultation. 

After the initial consultation, she invites organizations to put their very best presenter on the phone with her. She does a Zoom call to record the presentation so she can see the best presentation they have to offer. She then dissects and separates it to identify vendor-speak and client-speak. 

Kimberlee did this for a Fortune 20 company, and the result was 28 pages of transcript, and of those, only half a page amounted to information the client would like to have. Additionally, the graphics were beautiful but they weren’t designed to help the audience retain the data being presented.

Painting a picture

Kimberlee worked with a realtor in the sale of her own house who used visnostics to generate interest. She wrote a description about a dock that the homeowners could visit at the end of a long day, and a kitchen island that was big enough for mom and dad to make lunches at while the kids sat down for breakfast. She described the kind of life people might live inside the house, and she got 7 offers on the first day. The house ultimately sold for more than $30,000 over asking price.

The realtor had people competing for the house, and she got three new listings with people who wanted to use the same approach to sell their own houses. 

Stop selling features and functions. Think of this content as the death of product marketing. 

“Fundamentals of Visnostic Selling” episode resources

Connect with Kimberlee on LinkedIn or Google the term visnostic. Listeners can email her at podcast@dynaexec.com to get something from Kimberlee, and then she’ll send the feedback to The Sales Evangelist so we can continue to help more people understand why podcasts are a valuable use of time. 

You've heard us talk about the TSE Certified Sales Training Program, and we're offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester. You can take it on your own or as part of the semester group.

If you and your team are interested in learning more, we'd love to have you join us. Call (561) 578-1729 to speak directly to me or one of our team members about the program.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You'll receive real-time alerts anyone opens an email or clicks a link.

As a savvy seller, you’ll want to continue learning, and you can take advantage of a free 30-day trial, complete with a free audiobook, on Audible. They have thousands of books to choose from and you can begin your free trial today. 

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. When you share your experiences with the show, others will read the reviews and give us a listen. You can also check us out on Spotify.

I truly appreciate you and appreciate your reviews and your subscription, and your willingness to tell your friends and anyone you know that's in sales about the podcast.

Audio provided by Free SFX and Bensound.

Direct download: TSE_1141.mp3
Category:Sales Training -- posted at: 12:00am EDT

Sales professionals who lose track of the fundamental tasks involved in selling don't perform as well, so we've created the TSE Certified Sales Training Program to help sellers stay focused on what's important.

Sales includes many tedious tasks that, done together, help sellers be successful. The TSE Certified Sales Training Program focuses on fundamentals because we want to help you be proficient at selling.

Golf game

Golf demands precision. Small adjustments to your club or your stance can completely change your swing and where the ball lands.

It's a tedious game, and the professionals who play it every day practice the same shots over and over to become proficient at it. If they don't practice it repeatedly, they won't perform well on the course. [03:19]

TSE's Certified Sales Training Program intends to do the same thing for sellers. Our goal is to help sellers focus on the small, fundamental tasks on their way to becoming proficient.

I spoke to a VP of a major organization about fundamentals and why we miss them sometimes; things like prospecting, asking the right questions, building rapport, listening, building value, and closing. When we don't do the fundamentals, we don't succeed.

Experienced sellers

I've come across many people who are experienced sellers that suddenly clam up and struggle to do things like prospecting. Fear paralyzes them and their pipelines dry up as a result. [04:02]

I typically discover that they never truly understood the fundamentals, so when they started to struggle, it wrecked their confidence.

The TSE Certified Sales Training Program is different than anything we've offered in the past. It's 12-weeks long, and it's broken up by month. Each month, we tackle the core struggles sellers face.

The first month addresses prospecting. The second deals with building value. The third area is conversion or closing.

Each month includes four modules and each module includes 30 minutes worth of video. After you watch the videos, you can engage with the coaching groups to address what you learned.

At the end of the week, you apply the principles you learned, and test the results. We include role-playing and shared experiences.

At the end of the entire course, you're certified. Now you can go and share what you've learned with others in your organization.

We're launching a Beta test of the program and we're inviting about 20-25 people to participate with us. They'll help us work out the kinks before we publicly launch the program.

Role play

If you're looking to improve your own fundamentals, role play is an important tool. Even if you've been selling for a long time, role-playing helps you improve your interactions with customers.

A recent guest on the podcast shared that his company shares information among all the team members, tests new ideas, and then evaluates to see how successful it was.

When they stumble upon a successful idea, they apply the new concept to their own process. They role play and practice it because they realize that you can always improve and you can always learn. [07:50]

Study

Listening to this podcast is a great way to continue to learn about sales. In addition, you should engage in personal sales study of your own.

In the case of TSE, we can't always discuss concepts in depth because we have a limited amount of time. Consider listening to audiobooks as a way to expand your knowledge base. If you don't already have Audible, take advantage of the 30-day free offer available to the TSE audience to listen to books while you do other things.

If you prefer, you can use Overdrive in conjunction with the public library to get access to free audiobooks.

Either way, invest 30 minutes each day to increase your knowledge and capabilities on your way to being a more effective seller. [09:05]

Practice

Practice what you learn.

Try all the things you role played and read about and then be intentional to implement new ideas into your process. Practice them to see what kind of results you get.

We're excited to share the new program with you, and we'd love to talk to you if you or your team are interested in joining us.

"TSE Certified Sales Training Program" episode resources

Check out Audible and Overdrive to help you maximize your growth by learning more about sales.

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This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same.

Previously known as TSE Hustler's League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It's super easy, it's helpful, and I recommend that you try it out.

You'll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

Audio provided by Free SFX and Bensound.

Direct download: TSE_1010.mp3
Category:Sales Training -- posted at: 12:00pm EDT

Is it possible to have a “perfect day” in sales? Phone calls from prospects just as soon as you walk into the office … demonstrations are set … proposal reviews are awesome; everything is smooth sailing.

What would it take to have that perfect day in sales? Do we have control over any of the elements?  I think so.

In this episode of The Sales Evangelist, I will share something valuable that I learned over the weekend that can help us all accomplish the perfect day in sales. [0:00]

Perfection doesn’t happen by accident

There was an awesome older lady in our congregation who recently passed away. During the eulogy, her daughter shared a story about her mom who was, apparently, quite a perfectionist.

She always looked great. Everything was always on point.

One day when the daughter was leaving for school, the mother noticed that the daughter had only ironed the front side of her skirt. As the daughter explains, she didn’t see any reason to iron the back of the skirt because she was going to be sitting down at school, nobody was going to see it. It just didn’t matter.

Her mother disagreed and told her,  “Perfection doesn’t happen by accident.” [02:46]

She was right. If you want something to work out well, it isn't going to happen by accident. The perfect job, the perfect marriage - the perfect day in sales - do not happen by accident. You have to do something to make it work.

None of us will be perfect but we can get close. We can get results if we put in the work.  

Michael Phelps, for example, imagined in his mind the perfect swim meet before every competition. He knew what it would feel like to win - to have the perfect race. He practiced for perfection and it is no accident that he became the best swimmer in the world. [03:33]

Michael Jordan, Lebron James, Serena Williams, Oprah Winfrey, Steve Jobs, Usain Bolt, Mother Teresa ... They are all arguably the best in their chosen fields because they put in the work.

Aim for the perfect day

Imagine the most amazing appointments and demonstrations on the schedule. Proposal reviews, closing calls, deals closing left and right … It can happen. It won’t be perfect, maybe a few will need to reschedule, but it will be pretty darn close. [04:56]

Certainly you’ve noticed the sellers in your organization who always seem to have the perfect day; everything always seems to work out for them.  How do they do it?

They are prepared. They know that the perfect day in sales will not happen by accident.

Do all you can now to have appointments for next month. Maybe that means going early to the office to respond to the leads that came in overnight and get ahead of the competition. Make the calls. Make the follow-ups.

Do the work so the results will come. The perfect day in sales will come.

Perfection requires sacrifice

It takes time and it takes sacrifice. You have to be willing to sacrifice the ‘now’ to earn enjoyment later. [05:25]

I could spend my entire lunch break chit chatting with my buddies in the break room every day, or I could give up one or two of those days and focus on returning emails, or reaching out to folks on LinkedIn instead. [06:40]

We just published our 1,000th episode. That is five years worth of content and we’ve been fortunate to be covered by Huffington Post, Hubspot and Entrepreneurial Magazine.

Some people might think that we just got lucky. But in truth, it happened because we put in the work. When this first started, I also worked a full-time day job.

I used my lunch break to schedule podcast interviews. Then, I would find park my car near a spot with good WiFi and record interviews with my guests over Skype.

I could have easily decided that it was too time-consuming or too much work. I could have chosen to hang with my buddies over lunch.  Instead I made the necessary sacrifices and it paid off. [07:04]

Sacrifice, not luck

As a salesman, I became of the top performers in my company. Again, not because I was lucky or because management liked me more.

It was because I went to work early, I studied the sales content, I understood the sales process. I learned from the different departments and I made sure I knew what was happening in the industry.

To educate myself, I studied past deals and read case studies. I knew what the directors wanted and I knew what my competition was doing. I called more people and set more appointments. [08:26]/

Again, perfection doesn’t come by accident.

My company and my podcast aren’t perfect but we are striving for it every day. We put in the work towards reaching the perfect result, the perfect company, the perfect podcast.

Put in the hustle. This is not a New Year’s Resolution type thing that lasts a few months. It has to be a desire. You have to want to achieve the perfect day in sales.

If you don’t know where to start, look for the people in your group that are succeeding and ask them for advice. If you can’t find anyone like that, come to me. I am always more than happy to share what I’ve done, what I see clients do, how I help people, etc. [09:07]

It is going to take work. It is going to take sacrifice.

Thank you to Evelyn Terry. She was an amazing woman. Perfection doesn’t come by accident. Evelyn left a legacy and a fire burning.

"Perfect Day in Sales" episode resources

Email me at Donald@thesalesevangelist.com or on LinkedIn. I’m also on Instagram and Twitter

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It's super easy, it's helpful, and I recommend that you try it out.

They are offering a 14-day free trial, and half off your subscription when you use the code Donald at checkout.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same.

Previously known as TSE Hustler's League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven't already done so, subscribe to the podcastso you won't miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.

 

 

 

 

 

 

Direct download: TSE_1007.mp3
Category:Sales Training -- posted at: 1:37am EDT

On today’s episode of The Sales Evangelist, I am introducing our new program – the TSE Certified Sales Program. If you are a sales leader in a company – this program is for you. If you are an executive or business owner of a small firm and your sales reps don’t have a process – […]

The post TSE 975: TSE Certified Sales Program – What Is It? appeared first on The Sales Evangelist.

Direct download: TSE_975.mp3
Category:Sales Training -- posted at: 12:01am EDT

One of our listeners reached out to me the other day about Mark Zuckerberg’s recent quote: “Move fast and break things.” On today’s episode of The Sales Evangelist, we discuss the idea that if you’re not moving fast enough to break things, then you aren’t moving fast enough, and how that statement relates to sales. […]

The post TSE 967: How Does The Statement “Unless You Are Breaking Stuff, You Are Not Moving Fast Enough” Apply To Sales? appeared first on The Sales Evangelist.

Direct download: TSE_967.mp3
Category:Sales Training -- posted at: 4:04pm EDT

As you know, TSE Hustler’s League is an online group sales coaching program where we can share our best practices and learn from each other. During this episode, I discuss the importance of keeping track of your ratios to perform better as salespersons. ACTION-BASED OUTCOMES Have an initial contact in the form of a phone […]

The post TSE 785: TSE Hustler’s League-“Track For Success” appeared first on The Sales Evangelist.

Direct download: TSE_785.mp3
Category:Sales Training -- posted at: 1:00am EDT

Do you give up easily on your prospects when you’re not able to get a hold of them? Do you walk away when someone says “No?” In today’s episode, I share about a principle that can help you make more effective decisions and get you to the next level in your selling career. “WHATEVER IT […]

The post TSE 784: Sales From The Street-“Whatever It Takes” appeared first on The Sales Evangelist.

Direct download: TSE_784.mp3
Category:Sales Training -- posted at: 1:00am EDT

Not getting replies from customers? Are you wondering why, after sending tons of emails, only a few are showing interest? In today’s episode, Nathan Kontny shares with us the challenges salespersons face when outreaching as well as some personalized outreach strategies for you to see great results. Here are the highlights of my conversation with […]

The post TSE 781: How to Personalize Your Outreach in Bulk appeared first on The Sales Evangelist.

Direct download: TSE_781.mp3
Category:Sales Training -- posted at: 1:00am EDT

As part of the Latter Day Saints, I have learned so much from my missionary service. In today’s episode, I’m sharing with the lessons I’ve learned from that experience that we can relevantly apply to sales to increase your productivity. Plan some time for things that don’t necessarily work out. If you don’t have something […]

The post TSE 774: Sales From The Street-“I Felt Unproductive As Well” appeared first on The Sales Evangelist.

Direct download: TSE_774.mp3
Category:Sales Training -- posted at: 9:51am EDT

As you know, TSE Hustler’s League is an online group sales coaching program. We have sellers from all levels and from a variety of industries. During this episode, I highlight some of the top challenges I see sellers face. Listen up and let me know if any of them apply to you. There are four main challenges […]

The post TSE 770: TSE Hustler’s League-“4 Common Sales Challenges” appeared first on The Sales Evangelist.

Direct download: TSE_770.mp3
Category:Sales Training -- posted at: 6:19pm EDT

This podcast just started out as a hobby until people began coming and asking me to teach them and speak to different events. It was a sideline. But as things were growing, I knew this was serious. Hence, there had to be plans and strategies in place. In short, I jumped ship and left my […]

The post TSE 759-Sales From The Street -“Focus and Measure” appeared first on The Sales Evangelist.

Direct download: TSE_759.mp3
Category:Sales Training -- posted at: 1:22am EDT

We have hidden language as sales professionals and just as people in general. The problem is most of us don’t pay attention to them. And that’s our body language. It can either improve the way you sell, or not. Today’s guest are Jim McCormick and Maryann Karinch. They co-authored the book called, Body Language Sales […]

The post TSE 753-Body Language Secrets That Can Improve Your Sales Performance appeared first on The Sales Evangelist.

Direct download: TSE_753.mp3
Category:Sales Training -- posted at: 3:16am EDT

On today’s Sales from the Street episode, I share our experience going to Jamaica, particularly, what it’s like literally selling on the street of Jamaica and how you can apply some of these strategies into your sales process. Although everyone is selling the same thing what makes each shop different comes down to the individuals. […]

The post TSE 739: Sales From The Street-“Step-by-Step” appeared first on The Sales Evangelist.

Direct download: TSE_739.mp3
Category:Sales Training -- posted at: 7:44am EDT

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

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

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

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 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

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 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

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

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

Need help with your cold emails? Today, I’m going to talk about some of the things I’ve seen that can help you to be effective with cold emails. Less than 10% of targeted emails are opened so if you’re sending 100 emails, less than 10 of them are going to get open. Executives get many […]

The post 599: Sales From The Street-“Cold Emails & Curiosity” appeared first on The Sales Evangelist.

Direct download: TSE_599.mp3
Category:Sales Training -- posted at: 6:35am EDT

Do you have millennials in your sales team? How about Baby Boomers or the GenX people? Many sales organizations consist of multiple generations in their team and even within the buyer-seller process. Sadly, conflicts can arise from this eventually affecting your close rates at the end of the day. Today’s guest is David Szen and […]

The post TSE 596: The Multigenerational Sales Team appeared first on The Sales Evangelist.

Direct download: TSE_596.mp3
Category:Sales Training -- posted at: 10:09am EDT

Today, Grant Wise shares with us some wise insights into how you can improve your real estate skills. Wait up! Before you even say real estate is not your stuff, the principles you will learn today are definitely applicable to your industry. Regardless of what industry you’re in, sales principles are pretty much the same […]

The post TSE 594: Sales From The Street- “Conventional Methods Don’t Work” appeared first on The Sales Evangelist.

Direct download: TSE_594.mp3.mp3
Category:Sales Training -- posted at: 9:57am EDT

Onboarding new hires is a crucial process every company should have, big or small. But this is something a lot of salespeople struggle with, worse, several companies don’t have an onboarding process at all. Today’s guest is Jim Ninivaggi and he shares with us the importance of having an onboarding structure to ensure that your […]

The post TSE 586: Structuring Sales Onboarding To Get New Sellers Ramped Up Faster appeared first on The Sales Evangelist.

Direct download: TSE_586.mp3
Category:Sales Training -- posted at: 9:26am EDT

As a sales coach, I’ve had the privilege of working with sales professionals and entrepreneurs and I’ve come to realize many different trends. One of them which I commonly see is that sales professionals tend to forget to do the basics. Here’s one fundamental principle often overlooked by sales professionals and entrepreneurs. It’s Not About […]

The post TSE 547: This is Why Your Sales Pitches are NOT Working! appeared first on The Sales Evangelist.

Direct download: TSE_547.mp3
Category:Sales Training -- posted at: 7:57pm EDT

My guest today is fellow local Floridian, Corey Goltz, as he shares with us his biggest sales struggles, how he overcame those, and some of the results he has seen, and hopefully apply some or all of these principles to your own sales success. Corey Goltz is in charge of developing CleanMark’s current customer base […]

The post TSE 534: Sales From The Street: “Sell Different” appeared first on The Sales Evangelist.

Direct download: TSE_534.mp3
Category:Sales Training -- posted at: 1:00am EDT

Whether to hire an experienced seller or an inexperienced individual, that is a common question among many entrepreneurs who want to grow their business but don’t know who to hire the right people. I’m sharing strategies which have worked for me and I hope this could help you whether you’re finding your first sales job […]

The post TSE 527: What to Know Before Hiring Your First Sales Rep appeared first on The Sales Evangelist.

Direct download: TSE_527.mp3
Category:Sales Training -- posted at: 8:58am EDT

I want to share with you an experience I had when I was shopping for a computer monitor over the weekend. And this salesperson who approached me was probably a fan of Glengarry Glen Ross’ Always Be Closing! Things he did wrong: No questions were asked about how he can help me with. Anyway, I […]

The post TSE 512: Sell Me What I Need, Not What You Want appeared first on The Sales Evangelist.

Direct download: TSE_512.mp3
Category:Sales Training -- posted at: 8:19am EDT

As a seller, how can you set yourself apart? What do you do to become a top seller? For today’s episode I’m bringing in my great friend and fellow podcaster, Scott Ingram, to share with us the qualities of top-performing salespeople and what you can do to become the top performing seller in your industry. […]

The post TSE 491: Qualities of Top Performing Sellers appeared first on The Sales Evangelist.

Direct download: TSE_491.mp3
Category:Sales Training -- posted at: 10:07am EDT

Are you still using the same selling strategy that you used some 20 years ago? You can’t just sit there and wing it anymore thinking that those old school technologies are going to win clients over. You can no longer guess your way to success nor should you even wait for a guru to tell […]

The post TSE 481: The Science of Selling by David Hoffeld appeared first on The Sales Evangelist.

Direct download: TSE_481.mp3
Category:Sales Training -- posted at: 1:00am EDT

Are you sure your prospects understand the message you’re trying to convey? Here’s an awesome way to help you figure it out. The idea of split testing is usually associated with the online space but my guest today, Stephanie Melish, is going to teach us some great insights into how split testing can be so […]

The post TSE 473: How To Apply A/B Split Testing – Traditionally Reserved For Online Sales – To The Traditional Sales Process appeared first on The Sales Evangelist.

Direct download: TSE_473.mp3
Category:Sales Training -- posted at: 12:26pm EDT

Do you think you’re listening enough during your sales calls? Think again because you’re probably talking more than you think. How about talking to your customers in a way that calms their fears? Have you thought about that? My guest today is Chris Orlob, senior director of Product Marketing at Gong.io,. They conducted a study […]

The post TSE 466: 5 Things We Learned From Analyzed 25,537 B2B Sales Conversations Using AI appeared first on The Sales Evangelist.

Direct download: TSE_466.mp3
Category:Sales Training -- posted at: 7:28am EDT

As salespeople or entrepreneurs, we all want make a lot of money. The irony of it though is that many people think they don’t deserve to earn a certain income level. Or they have this limiting belief that they can’t accomplish it. Well, it’s about time to stop that trash talk and start earning the […]

The post TSE 441: Daily Practices Around Money To Guarantee You Accomplish Your Income Goals appeared first on The Sales Evangelist.

Direct download: TSE_441.mp3
Category:Sales Training -- posted at: 7:27am EDT

Account-Based Selling Development or ABSD may probably be a buzzword these days but it is definitely changing the way sellers are selling. Our awesome guest today is Jon Miller who has another term for ABSD where he calls it Account-Based Everything so listen in to find out why. Today’s guest is Jon Miller, The CEO […]

The post TSE 438: Account-Based Everything! appeared first on The Sales Evangelist.

Direct download: TSE_438.mp3
Category:Sales Training -- posted at: 3:26pm EDT

It can be challenging sometimes when you’re not able to speak the right language to the right people especially when it comes to technical stuff. That’s why I invited Frank DeBenedetto on the show today so he can teach you what you can do to close sales relating to the technical side. Frank DeBenedetto is […]

The post TSE 431: The Reality Of What It Takes To Close IT Sales appeared first on The Sales Evangelist.

Direct download: TSE_431.mp3
Category:Sales Training -- posted at: 2:06pm EDT

We have another explosive session here on Sales from the Street. Folks tell us about the challenges they face as they’re hustling and what they do to overcome them. Today, we have Tony Elam and he shares with us some insights which you could apply to your own business or sales process. Tony is the […]

The post TSE 429: Sales From The Street-“I Started Consulting” appeared first on The Sales Evangelist.

Direct download: TSE_429.mp3
Category:Sales Training -- posted at: 1:42pm EDT

Today, we have Susan RoAne on the show to talk about her phenomenal book, How to Work a Room. This is important for anyone whether you’re an entrepreneur or a salesperson so you would know how to capitalize on the networking events you go to and have a really good time. Susan is on her […]

The post TSE 428: How To Work The Room At Your Next Networking Event appeared first on The Sales Evangelist.

Direct download: TSE_428.mp3
Category:Sales Training -- posted at: 1:40pm EDT

Today, I’m going to share with you some insights that I’ve gleaned from the recent hurricane that has hit us in South Florida this past week. These are simple yet powerful strategies to help you increase sales by tapping into opportunities presented to you. Problem: The last time a hurricane has seriously threatened south Florida […]

The post TSE 419: Sales From The Street-“Take Advantage Of Opportunities” appeared first on The Sales Evangelist.

Direct download: TSE_419.mp3
Category:Sales Training -- posted at: 6:14pm EDT

Today’s episode is primarily about how you can disrupt the selling game by creating a model that is different than what other people are doing. That’s why I’m bringing in Steve Cook on the show today to talk about how his newfound approach to door-to-door selling has blown their sales revenue out of the roof, […]

The post TSE 418: Learn How We Blew Our Sales Revenue Out of the Roof By Doing a Few Little Changes appeared first on The Sales Evangelist.

Direct download: TSE_418.mp3
Category:Sales Training -- posted at: 6:13pm EDT

What if you only had a 5-hour workday? But that’s not what we’re taught here in the United States, right? But what if… just what if you could get all your work done in 5 hours each day so that you could spend the rest of your day just chillin’ like a villain. Who wouldn’t […]

The post TSE 416: Why You Should Consider The Five-Hour Workday appeared first on The Sales Evangelist.

Direct download: TSE_416.mp3
Category:Sales Training -- posted at: 6:12pm EDT

It’s interesting how we tend to overlook the fundamental things we do in sales thinking that we already know them anyway. The real question is: Are you even doing them? Today, I’m sharing with you three basic principles that I highlighted from an experience I had while I was preparing last week for the coming […]

The post TSE 417: Three Fundamental Sales Principles You Should Implement appeared first on The Sales Evangelist.

Direct download: TSE_417.mp3
Category:Sales Training -- posted at: 6:11pm EDT

Each week, I bring a snippet pulled out from one of our sessions over at the TSE Hustler’s League. And so today, I want to share with you a very important element that you need to master if you really want to succeed in selling – having the right mindset. Think about the prospect. Don’t […]

The post TSE 415: TSE Hustler’s League-“No One Wants To Be Sold” appeared first on The Sales Evangelist.

Direct download: TSE_415.mp3
Category:Sales Training -- posted at: 6:07pm EDT

Today’s guest on Sales from the Street is Morgan J. Ingram, the Sales Development Representative (SDR) Team Lead at Terminus, a account-based marketing platform that helps B2B marketers. Morgan is giving us an overview of account-based selling and see if this would be something you can do, why this can actually improve your selling and […]

The post TSE 414: Sales From The Street-“Account-Based Selling” appeared first on The Sales Evangelist.

Direct download: TSE_414.mp3
Category:Sales Training -- posted at: 7:15pm EDT

What do you usually use to give a sales presentation? PowerPoint by default, yeah? And doesn’t it get too old and boring now? Today, I’m sharing with you why I actually stopped using PowerPoint several years ago and how I got converted to a more remarkable tool. So you see I switched from using PowerPoint […]

The post TSE 412: Why I Stopped Using PowerPoint In Sales Meetings appeared first on The Sales Evangelist.

Direct download: TSE_412.mp3
Category:Sales Training -- posted at: 6:18pm EDT

Are you maximizing paid traffic through lead generation? Whether you are or you haven’t yet, you have to listen to this episode where I brought in Chris Evans, Co-Founder of Traffic and Funnels as he shares with us some strategies on how you can gain more leads by increasing the effectiveness of your funnel. Chris, […]

The post TSE 409: Sales From The Street-“Generating Paid Traffic Leads” appeared first on The Sales Evangelist.

Direct download: TSE_409.mp3
Category:Sales Training -- posted at: 10:57am EDT

If you were to spend all of your time selling a $10 item when it takes the same amount of effort and work to sell a $100-item, which one would you sell? The higher price of course. However, a lot of people are finding it too difficult to sell high ticket items or upsell to […]

The post TSE 408: Why & How Should I Sell High Ticket Items? appeared first on The Sales Evangelist.

Direct download: TSE_408.mp3
Category:Sales Training -- posted at: 8:22am EDT

Today, you’re going to hear more about how to go about Consultative Selling. What it is, how to get started with it, and how to really rock it without sounding like an FBI agent. So I’m bringing Ryan Ayres on the show today to talk more about the consultative selling approach. Try to see if this […]

The post TSE 406: How Can I Sell In A More Consultative Manner? appeared first on The Sales Evangelist.

Direct download: TSE_406.mp3
Category:Sales Training -- posted at: 8:19am EDT

Have you been selling for a while but just feel like you’re stuck? Do you feel like you’re not progressing or feel like you’re just doing mediocre things? Today, I’m sharing with you some thoughts and insights to help you do some soul searching and figure out what you can do to get unstuck and […]

The post TSE 402: How Can I Get Unstuck Donald? appeared first on The Sales Evangelist.

Direct download: TSE_402.mp3
Category:Sales Training -- posted at: 8:00am EDT

Last week, I introduced to you the concept of whiteboarding and this is part 2 of this week’s snippet pulled out from one of our training sessions over at the TSE Hustler’s League. As what I’ve shared with you last week, people remember only 10% of what you say within two days of meeting with […]

The post TSE 400: TSE Hustler’s League-“Whiteboarding Concept Part 2” appeared first on The Sales Evangelist.

Direct download: TSE_400.mp3
Category:Sales Training -- posted at: 7:58am EDT

This week’s episode on Sales from the Street is another interesting one as we talk about how different dog breeds actually relate to certain characters in your sales team. Our guest today, Gonzalo Salinas, shares how he overcame a major challenge by understanding what kind of sales dog each member of his team was. Gonzalo […]

The post TSE 399: Sales From The Street-“What Type of Sales Dog Are You?” appeared first on The Sales Evangelist.

Direct download: TSE_399.mp3
Category:Sales Training -- posted at: 7:57am EDT

Talking to executives can be too intimidating especially when you’re new to sales. Getting in front of people who are “more important” than you can be real challenging but this is a limiting belief that can hold you back. So you have to do something about this. That’s why I’m sharing with you strategies to […]

The post TSE 392: How Can I Not Get Intimidated by Executives appeared first on The Sales Evangelist.

Direct download: TSE_392.mp3
Category:Sales Training -- posted at: 9:24pm EDT

People do business with those they know, like, and trust. Of course! But how do you get them to know, like, and trust you? Today’s episode is loaded with information you don’t want to miss out on, especially when building trust and confidence with your clients is a real struggle for you, regardless of where […]

The post TSE 391: Educated Them Into A Sale appeared first on The Sales Evangelist.

Direct download: TSE_391.mp3
Category:Sales Training -- posted at: 8:16am EDT

This is Part 2 of the snippet I shared with you last week. It is from one of our training sessions at the TSE Hustlers League. We have some new exciting stuff coming in the TSE Hustlers League. For a sneak peek, we’re creating a whole semester! It focuses on effectively gaining more leads into […]

The post TSE 390: TSE Hustler’s League-“Discovering What Makes You Different” appeared first on The Sales Evangelist.

Direct download: TSE_390.mp3
Category:Sales Training -- posted at: 8:10am EDT

Sales is universal. That’s a fact. However, what works in one country may not work in another. Culture and context are things you need to consider. In today’s episode of Sales from the Street, Julio Vientos talks about how selling is different in other parts of the world, Latin America specifically, and some challenges he encountered […]

The post TSE 389: Sales From The Street-“People Buy From You NOT Your Company” appeared first on The Sales Evangelist.

Direct download: TSE_389.mp3
Category:Sales Training -- posted at: 3:28pm EDT

Should you get some sales certifications? Do you really need them? Most programs and organizations in other professions have certification groups as they are mostly required. I think it’s important for us to be trained in our positions as sellers and have the expertise to thrive. But some of these certification programs are not really […]

The post TSE 387: Are Sales Certification Programs Needed? appeared first on The Sales Evangelist.

Direct download: TSE_387.mp3
Category:Sales Training -- posted at: 3:24pm EDT

Today’s episode is another great snippet from the TSE Hustlers League. This is Part One of the Power of Three as we talk about how you can meet with your prospects without complicating things. The Power of Three: The concept behind the power of three is to not overcomplicate things with your prospects. Studies show […]

The post TSE 385: TSE Hustler’s Leagues-“The Power of Three” appeared first on The Sales Evangelist.

Direct download: TSE_385.mp3
Category:Sales Training -- posted at: 3:19pm EDT

Today’s guest on Sales from the Street is Tom Martin who is a 25-year veteran in the sales and marketing world. Growing up in an ad agency business, Tom is now the founder of Converse Digital. They provide social media and digital consulting for large companies around the world. Tom is also a professional speaker and […]

The post TSE 384: Sales From The Street-“Stay Top of Mind” appeared first on The Sales Evangelist.

Direct download: TSE_384.mp3
Category:Sales Training -- posted at: 8:22pm EDT

People who are grateful tend to be the happiest individuals and perhaps as a natural byproduct, they tend to be more successful. Today, I will share a strategy on how to be more grateful and hopefully this can help you in your sales hustle. Make sure you have that spirit of gratitude because it will […]

The post TSE 382: A Spirit of Gratitude! appeared first on The Sales Evangelist.

Direct download: TSE_382.mp3
Category:Sales Training -- posted at: 8:20pm EDT

Today’s snippet from the TSE Hustlers League is all about what I keep on saying to everyone. Do the opposite of whatever everyone else is doing. And I’m going to show you how you can execute this in terms of valuable content that you share with your clients. Sure you can provide useful, relevant content […]

The post TSE 380: TSE Hustler’s League-“Do The Opposite” appeared first on The Sales Evangelist.

Direct download: TSE_380.mp3
Category:Sales Training -- posted at: 8:18pm EDT

Building a vision, repelling the wrong people to attract the right ones, and effective emailing strategies – these are just a few of the interesting topics discussed in our show today as we engage in a meaty conversation with Ben Settle. Ben Settle specializes in email copywriting and is the genius behind the Email Players […]

The post TSE 379: Sales From The Street-“Let Them Sell Themselves” appeared first on The Sales Evangelist.

Direct download: TSE_379.mp3
Category:Sales Training -- posted at: 8:17pm EDT

Here’s another snippet taken from one of our training sessions at the TSE Hustlers League. This week I focused on the idea of creating unconsidered needs and how you find those things. This all boils down to the concept of adding value. It means providing information your prospects don’t know that are needs which they […]

The post TSE 375: TSE Hustler’s League-“Insights Mean Nothing Without A Solution” appeared first on The Sales Evangelist.

Direct download: TSE_375.mp3
Category:Sales Training -- posted at: 6:46pm EDT

Social selling is now an important thing. But how do you get connected with clients who are not online? There are actually some ways for you to do that effectively. Today, we have Melinda Chen who is sharing with us great actionable insights into how small businesses can stand out, gain big clients, and specifically […]

The post TSE 373: How To Connect With Big Clients Who Are Barely Online Or On Social Media? appeared first on The Sales Evangelist.

Direct download: TSE_373.mp3
Category:Sales Training -- posted at: 6:43pm EDT

  Are you struggling with a weak pipeline? Do you tend to only close the smaller deals? How come some people are killing it? I’ll show you what you can do to ensure you have a healthy pipeline because I too was in that same situation. I had a weak pipeline which was a really […]

The post TSE 372: Raise Your Level of Expectation appeared first on The Sales Evangelist.

Direct download: TSE_372.mp3
Category:Sales Training -- posted at: 6:41pm EDT

How do you become a persuasive seller? You need to understand that there’s so many dynamics involved in selling that it’s not just about what you’re selling but HOW you’re selling. Today, we have another awesome guest, Cole Hatter, who’s going to share with us tons of valuable, interesting, practical information that you absolutely need […]

The post TSE 371: How To Become A More Persuasive Seller appeared first on The Sales Evangelist.

Direct download: TSE_371_-_Cole_A._Hatter.mp3
Category:Sales Training -- posted at: 10:12pm EDT

In today’s episode, we have yet another excerpt from our discussion at TSE Hustlers League where I spoke about a study I found in the book The Three Value Conversations where it orbits around the concept of what you can do with the insights you know. How do you create or share the unconsidered need to […]

The post TSE 370: TSE Hustler’s League-“The Unconsidered Need” appeared first on The Sales Evangelist.

Direct download: TSE_370.mp3
Category:Sales Training -- posted at: 10:10pm EDT

In today’s episode, I’m pulling another snippet from our online training session at TSE Hustler’s League and we discuss value-building. Here are the important points we discussed: Too much time spent on prospecting A lot of salespeople think that the biggest issue is prospecting while the data is actually leaning towards their ability of being […]

The post TSE 365: TSE Hustler’s League-“What They Don’t Know” appeared first on The Sales Evangelist.

Direct download: TSE_365_-_TSE_Hustlers_League.mp3
Category:Sales Training -- posted at: 8:41pm EDT

Are you doing the things you need to be doing to close that sale? Or are you doing too many things that you’re actually getting off track? Or is the goal to close that deal putting too much pressure on yourself to the point that your motivation and resilience are being tested to their limits? […]

The post TSE 356: Activity Based Selling With Pipedrive appeared first on The Sales Evangelist.

Direct download: TSE_356.mp3
Category:Sales Training -- posted at: 10:56pm EDT

Today’s episode is another excerpt from our mastermind group over at TSE Hustlers League where we talked about soft selling, a selling strategy where the whole concept is that you’re leading your prospects with value and you’re not trying to force them. As what Jeffrey Gitomer said, people love to buy but they don’t want […]

The post TSE 340: TSE Hustler’s League-“Soft Selling” appeared first on The Sales Evangelist.

Direct download: TSE_340.mp3
Category:Sales Training -- posted at: 8:54pm EDT

In today’s episode, I’m giving you a snippet out of one of our training in TSE Hustler’s League where we discuss the idea about focusing and making sure we’re maximizing our efforts while selling. Too many times, salespeople get distracted from the real things they need to focus more on. In this snippet, one of […]

The post TSE 330: TSE Hustler’s League-“Salesperson Time Management” appeared first on The Sales Evangelist.

Direct download: TSE_330.mp3
Category:Sales Training -- posted at: 9:54pm EDT

There are days when we feel we really haven’t done anything for the day, didn’t get any prospect in, running around doing stuff, and working on paperwork, and on and on and on. Can you relate to this? Well, I’ve got a solution for you. It’s about learning how to theme your days. So today, […]

The post TSE 329: Sales From The Street-“Theme Your Days” appeared first on The Sales Evangelist.

Direct download: TSE_329.mp3
Category:Sales Training -- posted at: 9:51pm EDT

You may be doing well with your sales right now but you can’t just stay at one level of your career. You always want to push yourself forward. And at certain points, you would have to upsell or cross-sell. Today, I’m bringing in the amazing Clay Clark as we talk about giving yourself a 20% […]

The post TSE 316: Give Yourself A 20% Raise | The Art of the Cross Sell appeared first on The Sales Evangelist.

Direct download: TSE_316.mp3
Category:Sales Training -- posted at: 10:21pm EDT

Today’s episode is explosive since our guest today, Patrick Helmers, is a double-edged sword who brings a lot of value on the table. He is not only a master on the tech side but he also has mastered the sales process. Patrick used to be an engineer with a computer science background until he slowly […]

The post TSE 310: Why Startups Need To Focus On Sales Before Marketing appeared first on The Sales Evangelist.

Direct download: TSE_310.mp3
Category:Sales Training -- posted at: 7:14pm EDT

Today, I took a snippet out of one of our training sessions from TSE Hustler’s League so you can take some things and apply them to your selling career and help you improve. The TSE Hustler’s League is a paid community gathering held each week to get a training focused on topics relevant to them. […]

The post TSE 308: TSE Hustlers League Tip “The Most Important 10 Minutes” appeared first on The Sales Evangelist.

Direct download: TSE_308.mp3
Category:Sales Training -- posted at: 6:54pm EDT

Dan Streeter and Tim Brown, co-authors of Old School with New Tools: The Extra 5% That Takes You to the Top of Your Sales Game and Keeps You There. Dan is a former teacher and principal and a former VP of Sales & Marketing. Tim, on the other hand, has an extensive sales background. He […]

The post TSE 295: Old School with New Tools appeared first on The Sales Evangelist.

Direct download: TSE_295.mp3
Category:Sales Training -- posted at: 3:56pm EDT

Today, we’re going to teach you how to master the art of selling and what better way to talk about this stuff than to speak with the master seller himself, Tom Hopkins. Tom is a trainer and motivator where he has sold 365 homes in one year. Unbelievable? Yep! Unbelievably TRUE. This in fact opened […]

The post TSE 279: The Art and Science of Sales appeared first on The Sales Evangelist.

Direct download: TSE_279.mp3
Category:Sales Training -- posted at: 11:28am EDT

Having time management and productivity issues? Well, our guest today, Kevin Kruse has this to say, “We can’t manage time but we can manage our attention, our energy, and our focus.” Kevin Kruse is a serial entrepreneur turned writer and speaker who is passionate about productivity and leadership. In this episode, Kevin discusses some important […]

The post TSE 266: 15 Secrets Successful People Know About Time Management appeared first on The Sales Evangelist.

Direct download: TSE_266.mp3
Category:Sales Training -- posted at: 10:47am EDT

Have you ever questioned the effectiveness of a trade show? Are they worth it? Is there an ROI with these events? How about the following up process? What are the best ways to do the follow-up process? Well, these are all the same questions I had and wanted to get more information on. So guess what […]

The post TSE 261: Are Trade Shows Worth It? appeared first on The Sales Evangelist.

Direct download: TSE_261.mp3
Category:Sales Training -- posted at: 11:05pm EDT

The problem with a lot of salespeople is they think they are master sellers but don’t actually have the stats to prove it. Our guest today, Roy Wilhite will teach you how to do just that – become a master seller through a unique approach that comes from a fresh, yet proven, sales perspective – […]

The post TSE 245: The Quarter Method “The Psychology of Sales” appeared first on The Sales Evangelist.

Direct download: TSE_245.mp3
Category:Sales Training -- posted at: 9:08pm EDT

It’s NOT about you! This is one of the most important things to remember when selling. Often times we’re determined to sell a new product or service to our customers because it’s the latest push, however, what we neglect to analyze is “What problem will this solve for my customer?” The last thing your customer […]

The post TSE 226: What Problem Will This Solve For My Customer? appeared first on The Sales Evangelist.

Direct download: TSE_226.mp3
Category:Sales Training -- posted at: 8:03am EDT

Today, I have two phenomenal and astoundingly awesome entrepreneurs (and friends of mine) and they will be bringing a whole load of value on today’s Sales From the Street. Here’s something new… I’m trying a new approach where I’m inviting people who work with salespeople as they talk about managing salespeople, some challenges they’ve seen […]

The post TSE 218: Sales From The Street-“The Business Owner’s View of Sales” appeared first on The Sales Evangelist.

Direct download: TSE_218.mp3
Category:Sales Training -- posted at: 7:29am EDT

Did you know that… 90% of buyers ignore cold calling outreach? 55% of decisions have been made before someone has spoken to a seller from an organization? So… what do you think has to be done to effectively reach your customer that will eventually convert it into sales? Well folks, this is where Social Selling […]

The post TSE 207: The Four Pillars To Social Selling Success! appeared first on The Sales Evangelist.

Direct download: TSE_207.mp3
Category:Sales Training -- posted at: 12:03pm EDT

Today I have the awesome opportunity of having Bob Burg come on the show. Bob is an author and speaker. For years, Bob was best known for his book Endless Referrals. Over the past few years, it’s his business parable, The Go-Giver (coauthored with John David Mann) that has been a big hit for many salespeople […]

The post TSE 204: Learn How To Become A Go-Giver Today! appeared first on The Sales Evangelist.

Direct download: TSE_204.mp3
Category:Sales Training -- posted at: 10:22am EDT

When many think of sales, they tend to only think of the “sexy stuff”. You know, closing deals, earning big commissions…all the good stuff. But there is another side of sales that is often over looked. I call it the “dark side” of sales. It’s the reality of what’s happening to may sellers. In fact, […]

The post TSE 200: The Dark Side of Sales! appeared first on The Sales Evangelist.

Direct download: TSE_200.mp3
Category:Sales Training -- posted at: 6:41pm EDT

Ready for some magic? This episode marks the monumental coming together of The Sales Evangelist and The Sales Wizard. So brace yourselves folks and learn how to use your power and magically turn every sales conversation into a closed deal. With 45 years of sales experience, there’s no doubt why Hugh has bagged The Sales […]

The post TSE 196: “It’s Time To Make Selling Fun Again” appeared first on The Sales Evangelist.

Direct download: TSE_196.mp3
Category:Sales Training -- posted at: 9:30pm EDT

There are many reasons why salespeople in small companies fail. However, based on my personal experience and the experience of those I coach and train, I’ve come to recognize several main reoccurring reasons. No understanding of their ideal customer You have to create an avatar or a description of your ideal customer. Use your avatar […]

The post TSE 188: 3 Reasons Why Salespeople In Small Companies Fail appeared first on The Sales Evangelist.

Direct download: TSE_188.mp3
Category:Sales Training -- posted at: 12:26pm EDT

Question. Why did you enter sales? In our private Facebook group, The Sales Evangelizers, I asked about why individuals went into sales. Although there were varying responses, they all came back to one thing. People came into sales because of the potential for the financial gains. Amen? But is it really all about the money? […]

The post TSE 185: “It’s All About the Benjamins” appeared first on The Sales Evangelist.

Direct download: TSE_185.mp3
Category:Sales Training -- posted at: 3:56pm EDT

Sales people always have a difficult time getting past the gate keeper and speaking with the decision maker. Many times they don’t know that they sound like to everyone else and as such, come off as a “salesperson”…Someone who is interrupting the potential customer’s day, trying to sell some thing they don’t need. Obviously as […]

The post TSE 183: Sales From The Street-“You Have To Do Better” appeared first on The Sales Evangelist.

Direct download: TSE_183.mp3
Category:Sales Training -- posted at: 9:48pm EDT

Katie is a proud TSE evangelist! Listen in as she shares with us a great message for today’s episode on Sales From the Street. Check out how Katie overcame a big challenge in sales by applying some important bits and pieces that she has learned from The Sales Evangelist podcast.   Here are the highlights […]

The post TSE 174: Sales From The Street- “Set Expectations First” appeared first on The Sales Evangelist.

Direct download: TSE_174.mp3
Category:Sales Training -- posted at: 8:38pm EDT

Are you still having confidence issues? Fret not. Let’s tackle this confidence issue one more time… One of the main reasons why people leave companies is that lack of confidence. Confidence is the belief you have about yourself which is tied to the way you think, perceive, believe or feel for something. However, sometimes, people […]

The post TSE 173: Confidence appeared first on The Sales Evangelist.

Direct download: TSE_173.mp3
Category:Sales Training -- posted at: 3:02pm EDT

Do you often feel overwhelmed with everything that you have to do that you end up not wanting to do anything, or worse, things don’t get done at all? Well, you’re not alone. As a salesperson, you basically wear multiple hats doing the lead generation, development, selling, networking, customer relationship and management, and I could […]

The post TSE 170: The Crippling Effect of Having Too Much To Do! appeared first on The Sales Evangelist.

Direct download: TSE_170.mp3
Category:Sales Training -- posted at: 10:36pm EDT

If you want to sell more, be more  — This is what today’s guest, Ken Dunn, has to say when it comes to achieving that level of success you want! Ken Dunn seeks to create the biggest book club in the world through Reader’s Legacy, a wonderful online community geared towards advocating an avid reader’s […]

The post TSE 169: Selling The Ken Dunn Way! appeared first on The Sales Evangelist.

Direct download: TSE_169.mp3
Category:Sales Training -- posted at: 11:47am EDT

Today I will share with you the final part of my top three sales tools. This week is another HubSpot tool. It’s the HubSpot CRM. The greatest thing about this tool is that it’s free — for the most part. Like many solutions today, they have a free version and a paid version. I use […]

The post TSE 164: Donald Part Three of Sales Tools appeared first on The Sales Evangelist.

Direct download: TSE_164.mp3
Category:Sales Training -- posted at: 9:05am EDT

Which line separates ethical and unethical sales behavior? How do you know when you’ve already crossed the line? Yes! Sales is important and you need to do what needs to be done to get that sale. But at the end of the day, you need to make sure that you feel good about what you’ve […]

The post TSE 118: How Do Unethical Salespeople Sleep at Night? appeared first on The Sales Evangelist.

Direct download: TSE_118.mp3
Category:Sales Training -- posted at: 7:53am EDT

Many salespeople run away when they feel they’re being attacked by a question or an objection. That’s not how it’s supposed to be done in sales. Warning: This is not for the faint of heart! In this episode, I’m going to talk about returning a question with a question. It’s a powerful skill I learned while doing […]

The post TSE 116: Getting Out of Tough Sales Situations appeared first on The Sales Evangelist.

Direct download: TSE_116.mp3
Category:Sales Training -- posted at: 5:13am EDT

Is the glamour of sales dead? Definitely not! And in today’s episode, my guest, Dr. Andrew Burnstine will explain to us why the glamour in sales is still very much alive. Dr. Burnstine is an associate professor in the College of Business and Management at Lynn University at Boca Raton, Florida, where he teaches in areas […]

The post TSE 115: Is The Role of The Retail Sales Professional Dead? appeared first on The Sales Evangelist.

Direct download: TSE_115.mp3
Category:Sales Training -- posted at: 1:12pm EDT

Pretty much you’ve come across this line at one point in your sales career one way or another. “I already have a vendor, I’m not interested.” What do you do when your prospect tells you this? If you’re the type of person who runs away from uncomfortable situations like this,  I want to help you […]

The post TSE 112: “I Already Have A Vendor, I’m Not Interested.” appeared first on The Sales Evangelist.

Direct download: TSE_112.mp3
Category:Sales Training -- posted at: 8:48am EDT