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July 2015
S M T W T F S
     
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Syndication

Today, let’s bring back the most important thing we all need to do in sales – the basics. First on the list is having a sales meeting agenda. You will be talking with decision-makers and for these people, time is gold (as much as yours is). So by having a clear agenda, not only will […]

The post TSE 140: How I Use An Agenda When Meeting With Clients & Prospects appeared first on The Sales Evangelist.

Direct download: TSE_140.mp3
Category:Agenda -- posted at: 1:00pm EDT

Are you looking into getting that new sales job you’ve always dreamed of? Or are you simply looking for ways to improve your selling? In this episode, we welcome back Mike Romero as we dig deeper into how you can get that new sales job and become the best candidate and the best fit for […]

The post TSE 139: Everything You Need to Know About Getting Your Next Sales Job appeared first on The Sales Evangelist.

Direct download: TSE_139.mp3
Category:Job Interview -- posted at: 11:53pm EDT

This episode is one of the short, sweet segments where I’m interviewing sales professionals just like you and me – sellers, entrepreneurs, and people – as they share with us a specific sales challenge, why they had such a challenge, how they overcame that challenge, and the results they saw from what they applied to […]

The post TSE 138: How I Got Past The Gate Keeper…Literally appeared first on The Sales Evangelist.

Direct download: TSE_138.mp3
Category:Prospecting -- posted at: 3:18am EDT

Having a Vision Are you like Alice in Wonderland who really didn’t know where to go? Well, that doesn’t really work in sales. It’s important to be able to have a vision of where you want to go. WHERE DO YOU WANT TO GO? If a company doesn’t have a vision, the sales people will […]

The post TSE 137: Without Vision, Your Sales Team Will Fail appeared first on The Sales Evangelist.

Direct download: TSE_137.mp3
Category:Sales Vision -- posted at: 1:03pm EDT

Are you a voodoo seller? Are you relying on crystal balls, bones and feathers, and teabags to know whether you would hit this month’s goals or not? Well, been there and done that and I’m telling you, “voodoo selling” just doesn’t work because you can’t quantify it. In today’s episode, I am talking with Robert […]

The post TSE 136: Stop Your Voodoo Selling…It Does Not Work! appeared first on The Sales Evangelist.

Direct download: TSE_136.mp3
Category:Forecasting -- posted at: 12:58am EDT

Have you ever done cold calling and were faced with a situation that you least expected, or worse, that you haven’t prepared for? How did you handle those times? Check out this scenario: I went to this particular website and downloaded their white paper. I received a phone call from one of their reps and […]

The post TSE 135: Don’t Do This When You’re Cold Calling appeared first on The Sales Evangelist.

Direct download: TSE_135.mp3
Category:Cold Calling -- posted at: 3:49pm EDT

“In sales, we’re going to hear that “no” word and we’re going to hear it a lot.  We have to understand that “no” is not to us – the person; it’s to our product or service.” – Angel Taking rejection is not easy! But what do you do? You will always have to face rejection […]

The post TSE 134: The Surest Way to Overcome Your Fear of Rejection appeared first on The Sales Evangelist.

Direct download: TSE_134.mp3
Category:Fear -- posted at: 8:00am EDT

During this episode, I go over the one thing that every seller must do to find success in sales. It’s being able to quantify your performance with data and key indicators; AKA, setting goals and tracking your performance. If you are not doing anything related to this, you are playing a guessing game and not […]

The post TSE 133: The One Thing You Must Do To Succeed In Sales! appeared first on The Sales Evangelist.

Direct download: TSE_133.mp3
Category:Goals -- posted at: 10:15pm EDT

In this episode, I had the honor of interviewing Tom Ricciuti who is a sales coach, author, host of the weekly business show TomTalk, and keynote speaker on a mission to exorcise negativity; inspiring people to abandon average and dominate like beasts!   Tom is known for his acumen on coaching sales professionals on how to dominate; not compete. His approach to […]

The post TSE 132: Start Closing Like a BEAST! appeared first on The Sales Evangelist.

Direct download: TSE_132.mp3
Category:Close Rate -- posted at: 6:34pm EDT

In this episode, I had the honor of interviewing one of our Sales Evangelizers! Martin Clay applied a sales presentation method he learned from one of our guests, Patricia Fripp (TSE 020), and was able to see remarkable success in the first application. Martin is a medical equipment sales representative, selling to clients in the North […]

The post TSE 131: TSE Success Story- Changing The Game with Sales Presentations appeared first on The Sales Evangelist.

Direct download: TSE_131.mp3
Category:Deeper Discussion -- posted at: 9:45am EDT

Anthony Iannarino Are you absolutely sure that you’re not doing things to cripple your sales and goals in the end? Our guest today will shed light on the 10 Mistakes that Kill Sales Opportunities. I’m bringing in Anthony Iannarino, the mastermind behind thesalesblog.com. His daily blog is dedicated to provide salespeople with the much-needed practical tips […]

The post TSE 130: Anthony Iannarino’s Top Reasons Why Your Sales Opportunities Are Falling Apart! appeared first on The Sales Evangelist.

Direct download: TSE_130.mp3
Category:Prospecting -- posted at: 7:22pm EDT

Are you still writing lengthy, long-winding emails to your prospects? Well my friend, unfortunately, you still are living in the sales fantasyland and you need to wake up! In the real world, long emails suck! No one’s going to have time to read your novel. The key is to keep your email SHORT and CONCISE. […]

The post TSE 129: Get Out of Sales Fantasyland…Your Long, Drawn-Out Emails Suck! appeared first on The Sales Evangelist.

Direct download: TSE_129.mp3
Category:Email Marketing -- posted at: 8:17am EDT

Want to learn more about how to get into talking to more executives and decision-makers? This is another great episode where we invite entrepreneur and executive, Stu Draper. Stu is an entrepreneur at heart. He started getfoundfirst.com in 2008 and stukent.com in 2013. In over a year and a half, they went from helping one […]

The post TSE 128: TSE Executive Suite “How to Get the Attention of and Sell to C Levels” appeared first on The Sales Evangelist.

Direct download: TSE_128.mp3
Category:Decision Makers -- posted at: 7:25am EDT

With the rise of social selling, LinkedIn has become a powerhouse online for sales professionals to find potential business opportunities, and grow their network. However, with such an overwhelming sea of profiles, how do you distinguished yourself so that opportunities can come to you as well? During in this episode I share why LinkedIn recommendations are […]

The post TSE 127: The Need for LinkedIn Recommendations & How To Get Them! appeared first on The Sales Evangelist.

Direct download: TSE_127.mp3
Category:Linked Seller -- posted at: 2:03pm EDT

We are joined today by our guest co-host Todd Ervin. Todd lives in Wilmington, Ohio (just north of Cincinnati) with his wife and 2 sons.  He works as a Regional Sales Manager for Crouzet Motors, a French electro-mechanical company, covering the eastern half of North America.  He enjoys waterskiing, boating, softball and anything else outdoors. […]

The post TSE 126: Learn How DISC Profiling Can Help You Sell! appeared first on The Sales Evangelist.

Direct download: TSE_126.mp3
Category:Deeper Discussion -- posted at: 9:12am EDT

“That which we persist in doing becomes easier to do, not that the nature of the thing has changed but that our power to do has increased.” -Ralph Waldo Emerson Heber J. Grant was also a big proponent of this quote for persistence and tenacity. Problem: We anticipate things before they happen and since we tend […]

The post TSE 125: Overcome Your Fear Through Persistence and Confidence appeared first on The Sales Evangelist.

Direct download: TSE_125.mp3
Category:Confidence -- posted at: 9:32am EDT

Do you absolutely, truly, definitely want to slam your way to sales success? Our guest today will show you how. Ken Thoreson is a speaker, author, and consultant with extensive expertise in strategic sales management. Ken Thoreson, Acumen Management Group, Ltd. president, is a sales leadership professional who “operationalizes” sales management systems and processes to […]

The post TSE 124: Sales Management & Developing High Performing Sellers appeared first on The Sales Evangelist.

Direct download: TSE_124.mp3
Category:High Performance Habits -- posted at: 7:28pm EDT

Having an effective process is crucial in sales. Today, Greta Schulz talks about sales processes, why you need to have them, and how are you going to be able to stick with them. Greta Schulz is an entrepreneur, consultant, and a motivational sales speaker.  She is the founder and president of Schulz Business, a sales […]

The post TSE 123: Sellers with a Formal Sales Process Generate More Revenue appeared first on The Sales Evangelist.

Direct download: TSE_123.mp3
Category:Sales Process -- posted at: 12:16pm EDT

We have all heard it before that people buy from those they know, like and trust! Yes, I totally agree with this statement as well, but there is one problem HOW? How does one build relationship with a perfect stranger to the point where they know, like and trust you? Well, this is why I’m […]

The post TSE 122: Three Effective Ways To Be Known Liked & Trusted appeared first on The Sales Evangelist.

Direct download: TSE_122.mp3
Category:Appointment -- posted at: 8:53pm EDT

Are you ready to rumble? This is no Mayweather v.s. Pacquiao match, but I will show you the right jabs and punches to help achieve your sale goals. In this episode, we’re going to focus on COMPETITION, which is a key aspect in sales. Don’t fight ’em or hate ’em. It’s a matter of understanding […]

The post TSE 121: Know Your Competition Make More Sales appeared first on The Sales Evangelist.

Direct download: TSE_121.mp3
Category:Competition -- posted at: 9:15am EDT

“Unique is great. The key to is tracking it and seeing what works and not being afraid to fail. If…Click To Tweet Sales and marketing are two different aspects, but they need to go hand-in-hand if you want to achieve explosive sales success. However, there seems to be a disconnect between the two and that’s […]

The post TSE 120: Key Practices Salespeople Can Learn From Marketers To Increase Sales appeared first on The Sales Evangelist.

Direct download: TSE_120.mp3
Category:Marketing and Sales -- posted at: 9:46am EDT

“I don’t think people realize – we are a brand. We need to communicate that brand…and it’s all about how you deliver the message through your brand, making it authentic and making it relevant.” – Maria Brown Today’s guest is Maria Brown. She is a sales trainer/evangelist. With 20 years experience in training and management, she […]

The post TSE 119: Every Seller Needs to Become Their Own Google appeared first on The Sales Evangelist.

Direct download: TSE_119.mp3
Category:Consultative Selling -- posted at: 12:17pm 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

This, my friends, is not an episode about preaching or religion but this is about helping you learn to OPEN YOUR MOUTH. What many of you probably don’t know is that I went to Brigham Young University-Idaho and I am a member of The Church of Jesus Christ of Latter-Day Saints.When you’re 18 years old, […]

The post TSE 117: One Simple Activity I Learned as a Mormon Missionary Which Has Revolutionize My Sales Prospecting appeared first on The Sales Evangelist.

Direct download: TSE_117.mp3
Category:DISCOVER Questions™ -- posted at: 6:43pm 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

I personally love stories just as much as the other person. I mean who doesn’t? Ever since we were kids we were taught by stories, entertained by them and learned how to communicate using them. How fitting is it then to utilize stories in sales to covey value and our messages? I’m here to attest […]

The post TSE 114: Tell More Stories, Close More Business! appeared first on The Sales Evangelist.

Direct download: TSE_114.mp3
Category:Prospecting -- posted at: 7:44am EDT

How do you differentiate yourself? In this episode, Aaron Brown of Box Home Loans talks about the importance of focusing on yu ideal customers and doing things differently and setting yourself apart from the pack if you TRULY want to achieve HUGE, TREMENDOUS SUCCESS. Aaron has a dozen different ventures within the mortgage industry. Some […]

The post TSE 113: How Differentiating Ourselves Gave Us a 1,811% Growth Rate! appeared first on The Sales Evangelist.

Direct download: TSE_113.mp3
Category:Entrepreneur -- posted at: 5:17pm 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

During this interview, I was honored to interview Niel Guilarte about his experience in selling for a corporation to now as an entrepreneur. With over 25 years of sales experience, Niel has worked for large organizations such as AT&T, Sprint and OfficeMax in the capacity as a sales professional, sales training and marketing. Niel is currently […]

The post TSE 111: Corporate Selling v.s. Entrepreneurial Selling appeared first on The Sales Evangelist.

Direct download: TSE_111.mp3
Category:Entrepreneur -- posted at: 10:24am EDT

This is the Sales Evangelist Coaching Bootcamp! The 20% top performers bring in 80% of the business. They do, think, and work different. They use a different methodology than the 80% average sellers. Here are some coaching tips to get you moving and get results: Outwork yourself. Do one more call. You might get in […]

The post TSE 110: TSE Sales Coaching Bootcamp-“Outwork Yourself” appeared first on The Sales Evangelist.

Direct download: TSE_110.mp3
Category:Motivation -- posted at: 4:13pm EDT

Folks… get ready to be BLOWN AWAY! I’ve got to warn you ahead that this episode has got loads (and I mean LOADS) of information that you can take away from and apply, not only to your own business or job or career, but in all other areas of your life. I personally have tried […]

The post TSE 109: Become An Ultra Performing Seller By Procrastinating on Purpose appeared first on The Sales Evangelist.

Direct download: TSE_109.mp3
Category:Rory Vaden -- posted at: 10:49am EDT

Find the right event to go to It has to be close to your niche and mutually beneficial for you to go. Spend your time wisely. Look at trade organizations where your ideal customers are. Limit the amount of events you go to Less is more. Focus on the best ones. 2-3 would be ideal. […]

The post TSE 108: 6 Things You Must Do To Gain Maximum Results From Networking Events appeared first on The Sales Evangelist.

Direct download: TSE_108.mp3
Category:Sales Training -- posted at: 6:16am EDT

Brace yourself guys! This episode comes with an explosive, wealth of really good, motivating and happy information. Being his second time on the show, Ralph Quintero talks about the power of storytelling to achieve success in sales, the key aspects or fundamentals of being a good salesperson, turning so-called failures into positive things, surrounding yourself […]

The post TSE 107: 6 Things Every Seller Must Do To Stay Highly Motivated appeared first on The Sales Evangelist.

Direct download: TSE_107.mp3
Category:Motivation -- posted at: 7:23am EDT

Here are some of the major take-away from this episode: Create your own rain by organizing local events  Find a local restaurant that does not have a lot of foot traffic on a weekday evening. Connect with the manager about doing a local meet up where you will bring in a set amount of guests. […]

The post TSE 106: Find Unbelievable Success In Sales By Creating Your Own Rain! appeared first on The Sales Evangelist.

Direct download: TSE_106.mp3
Category:Sales Training -- posted at: 9:10am EDT

Looking into expanding and growing your company and entering into international markets? Well, it is not that easy. A few important factors have to be considered such as culture, keeping your brand identity and the challenges associated with marketing beyond borders. My guest for today is giving us invaluable information about these. A police officer […]

The post TSE 105: Expanding Your Sales Into The International Market appeared first on The Sales Evangelist.

Direct download: TSE_105.mp3
Category:Sales Training -- posted at: 8:49am EDT

No, sometimes you are going to get this from a customer. Even worse sometimes the deal you have been working on for months will be awarded to another company. To most sellers this is devastating news. No one wants to get rejected, much less lose a deal. But in these situations, there is a golden question […]

The post TSE 104: Secret Nuggets In Lost Opportunities appeared first on The Sales Evangelist.

Direct download: TSE_104.mp3
Category:Donald Kelly -- posted at: 11:29am EDT

You’d probably think catering to the luxury market is all glitz and glamor. But the more you’re getting paid, the more is expected of you to bring great value to the table. In today’s episode, Marley Majcher, the events planner to the biggest stars and celebrities, shares with us some tips in dealing with the […]

The post TSE 103: Selling In The New Luxury Market appeared first on The Sales Evangelist.

Direct download: TSE_103.mp3
Category:Entrepreneur -- posted at: 7:57am EDT

In this episode I share my personal thoughts on why I feel selling into LARGE accounts is better than smaller ones. I’ve had the privilege of working with both and the overwhelming conclusion came to me that large accounts were so much more worth it. Why? Because of the fact that large accounts and small […]

The post TSE 102: Why Selling Into LARGE Accounts Is Better Than Small Accounts. appeared first on The Sales Evangelist.

Direct download: TSE_102.mp3
Category:Donald Kelly -- posted at: 7:41am EDT

Have you already created a vision in your life and business? In this episode, our special guest Ray Higdon talks about the power of creating that vision to advance you to your success. Years ago, Ray Higdon decided to go the entrepreneur way. He got sick of working for someone else and spending more time […]

The post TSE 101: Conquer Your Fear, Stop Procrastinating, Make More Sales! appeared first on The Sales Evangelist.

Direct download: TSE_101.mp3
Category:Fear -- posted at: 3:45pm EDT