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March 2017
S M T W T F S
     
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Syndication

  First off, the TSE Hustler’s League is coming on September 28. We will be having two groups. One is focused more on the business growth success plans and the other group is focused on building value and how you can take that to the next level. Back to our episode today, I’m sharing my […]

The post TSE 634: Sales From The Street-“The Agreement Was 130% More” appeared first on The Sales Evangelist.

Direct download: TSE_634.mp3
Category:Building Value -- posted at: 1:00pm EDT

Are you stuck in a scarcity mindset? As sellers, we strive to find ways to generate more income for us. But did you know how you think about time and money correlates about what you value most in life? Today’s guest, Dr. Sharon Spano, explains to us why that is and how this is going […]

The post TSE 633: Start Making More Money By Adopting This Simple Mindset appeared first on The Sales Evangelist.

Direct download: TSE_633.mp3
Category:Sales Mindset -- posted at: 5:55am EDT

Still focused on trying to get a sale? Perhaps it’s about time to change that mindset and instead direct your attention to solving your customer’s problems. Today’s episode will help you do that. As Jeffrey Gitomer says, “People love to buy, but they hate to be sold.” I know we’ve been put into so many […]

The post TSE 632: Stop Selling and Start Finding Problems appeared first on The Sales Evangelist.

Direct download: TSE_632.mp3
Category:Discovery Meeting -- posted at: 4:42am EDT

So you’ve gone through your customer discovery phase, now what? Today’s guest is William “Skip” Miller. Skip was previously here on the show back in Episode 639. If you haven’t yet, listen to it as he talked about effective discovery. Today’s episode is Phase II where he talks about value below and above the line, […]

The post TSE 631: How To Engage Executives In Meaningful Conversations That Will Close The Deal appeared first on The Sales Evangelist.

Direct download: TSE_631.mp3
Category:Sales Conversations -- posted at: 9:54pm EDT

Building rapport is critical in sales. We all know that, I’d assume. It even sounds basic, right? However, not all of us necessarily do what we already know. And you may have probably done some of this stuff but don’t just realize you’re doing it so you have to be intentional as well. Therefore, it’s […]

The post TSE 630: TSE Hustler’s League-“Be One With Your Prospects” appeared first on The Sales Evangelist.

Direct download: TSE_630.mp3
Category:Building Rapport -- posted at: 5:00pm EDT

Rejection is part of sales. And if  you don’t know how to handle it then probably this isn’t the career for you. But sales can be learned and it can be learned by anyone. It’s a matter of finding that process to help you get over rejection and ultimately gain confidence. Today’s guest is Omar […]

The post TSE 629: Sales From The Street-“The Old Way Is Not Working” appeared first on The Sales Evangelist.

Direct download: TSE_629.mp3
Category:Rejection -- posted at: 9:54pm EDT

Let’s talk Marketing version 2.0! Today’s guest is Scott Dubois and he shares specifically about how you can utilize personalized media in sales to grab the attention of your prospects. Especially if you’re doing account based marketing, listen to this episode and learn things you probably have never thought of before. Scott is the Co-Founder […]

The post TSE 628: How To Use Personalized Media To Earn More Appointments appeared first on The Sales Evangelist.

Direct download: TSE_628.mp3
Category:Marketing and Sales -- posted at: 7:00pm EDT

You’ve probably met somebody in one way or another where they do something for you but you just know there are strings attached to that. They expect something from you in return. Sure, they talk about reciprocity but what does it really mean? Reciprocity happens when you do it without any intention of getting something […]

The post TSE 627: No Strings Attached! appeared first on The Sales Evangelist.

Direct download: TSE_627.mp3
Category:Reciprocity -- posted at: 9:05pm EDT

Message is something often overlooked by salespeople especially those just winging it. They are too focused on finding leads but once they get to speak with someone on the phone, the freeze out. Sometimes too, we’re sending the message to the wrong people reason why our deals are not progressing. Today’s guest is Barbara Giamanco, […]

The post TSE 626: Your Sales Message Matters. What Does Yours Say About You? appeared first on The Sales Evangelist.

Direct download: TSE_626.mp3
Category:Messaging -- posted at: 11:51pm EDT

So you think your message is good, huh? But is that what your customers want? Do you speak to their challenges? Are you able to solve their problems? Well, it better be more of a solution-provider rather than a product pitch. Today, I’m sharing with you yet another snippet of one of our past training […]

The post TSE 625: TSE Hustler’s League-“The Golden Message” appeared first on The Sales Evangelist.

Direct download: TSE_625.mp3
Category:Messaging -- posted at: 7:33pm EDT

Too scared to follow up? In today’s episode on Sales from the Street, fellow Floridian Jeff Lee II shares with us how he overcame his biggest challenge of following up. Jeff and I initially connected on LinkedIn. He is currently the Teams Sales Director at a startup called Cybrary, an open-source cyber security and IT training […]

The post TSE 624: Sales From The Street-“I Didn’t Like Following Up” appeared first on The Sales Evangelist.

Direct download: TSE_624.mp3
Category:Following Up -- posted at: 10:08am EDT

We all hear about making yourself different to stand out from your competitors, but how do you really differentiate yourself without having to color your hair purple? Our guest today is Jeffrey Shaw and he’s going to talk about how you can make yourself more marketable by discovering what makes you different. A former photographer, […]

The post TSE 623: Discovering What Makes You Different Which Makes You Marketable appeared first on The Sales Evangelist.

Direct download: TSE_623.mp3
Category:Sales and Marketing -- posted at: 10:29pm EDT

As a salesperson or an entrepreneur, you have to be consistent if you want to see significant results. Today, I’m sharing with you some insights into how you can become more consistent in your efforts to finally achieve your goals, make sure each call counts, and get the close that you want.   Practice is […]

The post TSE 622: Number One Sales Tip To Performing Your Best On Every Sales Call appeared first on The Sales Evangelist.

Direct download: TSE_622.mp3
Category:Sales -- posted at: 4:22am EDT

Looking for an exciting, highly effective tool you can use for your next sales conversation? Then you surely need to listen to this episode. Marc Levine is the Founder of Improv My Sales, a training and coaching company focused on salespeople where he works with individuals and companies to help them utilize the power of […]

The post TSE 621: How to Empower Customers to Make Faster Decisions Through Improv Comedy appeared first on The Sales Evangelist.

Direct download: TSE_621.mp3
Category:Sales Tools -- posted at: 10:25am EDT

As what others would say, me included, “The riches are in the niches!” Today’s snippet from one of our sessions over at the TSE Hustler’s League is about how you can create a proper buyer persona, things you should look for, questions you should be asking yourself, and things you need to keep track of to […]

The post TSE 620: TSE Hustler’s League: “Creating A Proper Buyer Persona” appeared first on The Sales Evangelist.

Direct download: TSE_620.mp3
Category:Buyer Persona -- posted at: 9:38pm EDT

Scared of putting your price on your website? Some entrepreneurs I know are afraid of putting their coaching prices on their website. I had a fair share of that fear too because I thought I was going to push people away or they won’t want to talk to me anymore. Your time is valuable. As […]

The post TSE 619: Sales From The Street-“Should I Share My Price?” appeared first on The Sales Evangelist.

Direct download: TSE_619.mp3
Category:Pricing -- posted at: 6:59am EDT

It wasn’t a smooth path for Melissa Krivachek. Seven years back, she was broke and homeless. And she knew something had to change. Fast-forward to now, she has been nominated for Forbes 30 Under 30, on the cover of Evolution Magazine as a Top 40 Player Under 40, and she was awarded the 1% of […]

The post TSE 618: Making Millions In Your Living Room appeared first on The Sales Evangelist.

Direct download: TSE_618.mp3
Category:Sales -- posted at: 9:01am EDT

Whether you’re selling life insurance or a car or plumbing service, you’re in an area where there’s a lot of competition and you’re trying to standout. But how can you best stand out within the industry you’re in? Creativity is key. In one of the early episodes of How I Built This Podcast by NPR, […]

The post TSE 617: There’re Too MANY of Us Here! appeared first on The Sales Evangelist.

Direct download: TSE_617.mp3
Category:Sales -- posted at: 7:07am EDT

Sometimes we think we know what our customers think, feel, or want that sometimes when things don’t go down our way, we end up forcing ourselves on them. Remember, people love to buy, not to be sold. Today’s guest is Kathy Chiang and she shares with us some insights into understanding the voice of customers […]

The post TSE 616: Understanding the Voice of the Customer In Your Data appeared first on The Sales Evangelist.

Direct download: TSE_616.mp3
Category:Sales and Marketing -- posted at: 1:39pm EDT

The way most businesses are set up is that the company or seller pushes something on the buyer. And that’s not cool. Totally not cool! By doing this, your prospects will feel they’re being tricked into something. You don’t want people to feel like that. You have to build trust with your prospects. Today’s snippet […]

The post TSE 615: TSE Hustler’s League -“Sell The Way Your Prospects Buy” appeared first on The Sales Evangelist.

Direct download: TSE_615.mp3
Category:Prospecting -- posted at: 8:11am EDT

As an entrepreneur and seller, prospecting is one of the fundamental things you need to master. Today, I’m sharing some effective ways I’ve seen to get to that decision maker. This is something you’re going to have to do as a seller. These are strategies I’ve seen that work and that you can tweak and […]

The post TSE 614: Sales From The Street -“Reaching VITO” appeared first on The Sales Evangelist.

Direct download: TSE_614_.mp3
Category:Prospecting -- posted at: 8:49am EDT

Today’s guest is Joe Carlen, Co-Founder of Value Guards, LLC and practitioner of business valuations, patent valuations, and marketing assessments. He is consulting for hundreds of entrepreneurs and companies over the past 15 years including Westinghouse and Unicom Technology. Joe is also the author of the book A Brief History of Entrepreneurship and today he […]

The post TSE 613: Five Mistakes Entrepreneurs Have Made Since the Beginning of Time appeared first on The Sales Evangelist.

Direct download: TSE_613.mp3
Category:Joe Carlen -- posted at: 4:00pm EDT

Coaching problems? Basically, it all comes down to the situation the seller is in at a particular time. They may be having a tough time with cold calling or closing the deal. In each of those situations, tailor your sales coaching towards the benefit of the individual. Account Executives versus SDR’s First, it’s important to differentiate […]

The post TSE 612: Four Fundamental Areas You Should Start Coaching Reps In appeared first on The Sales Evangelist.

Direct download: TSE_612.mp3
Category:Coaching -- posted at: 11:30am EDT

Mind the gap! I’m not talking about London tubes here but today’s guest, Tibor Shanto, is going to teach us this concept of how you can help your buyers understand where they are and where they want to go as well as how you can fill that gap with your product or service. Tibor Shanto […]

The post TSE 611: What Is The “GAP” & How Can I Find It In My Prospects Business? appeared first on The Sales Evangelist.

Direct download: TSE_611.mp3
Category:GAP Method -- posted at: 7:58am EDT

Oftentimes, many sellers overlook the importance of pre-call planning and you can’t just wing this part of the process. Today, we’re pulling another snippet from one of our sessions over at the TSE Hustler’s League. Last week, we spoke about issues causing bad close rates. Today, we dig into the fundamental topic of pre-call planning. […]

The post TSE 610: TSE Hustler’s League-“Pre-Call Planning” appeared first on The Sales Evangelist.

Direct download: TSE_610.mp3
Category:Pre Call Planning -- posted at: 1:00am EDT

What if your warm leads are not warm enough? Just because your leads are smiling back at you doesn’t mean you had them at first glance. You’ve got to make sure you’re able to nurture your leads in every step of the buying process. This is where I bring on a sales professional or an […]

The post TSE 609: Sales From The Street-“Cold Warm Leads” appeared first on The Sales Evangelist.

Direct download: TSE_609.mp3
Category:Warm Leads -- posted at: 7:30am EDT

As we’re celebrating Independence Day, it’s just right to discuss how you can gain financial freedom by solving the blocks that shift our thinking from entry-level job status to understanding opportunities that breed financial success. A ton of great stuff today and you definitely don’t want to miss this! Today’s guest is Nick Ruiz. He […]

The post TSE 608: Declaring Freedom From Mediocrity & Forging A Successful Mindset appeared first on The Sales Evangelist.

Direct download: TSE_608.mp3
Category:Success -- posted at: 7:23am EDT

Not having any luck with your hiring process? Today, I’m sharing my thoughts and insights into some hiring strategies that may help your business big time as well as what you can do as a sales rep to successfully get through the hiring process. To Hire or Not to Hire Many entrepreneurs tend to scale […]

The post TSE 607: How Humble Should I Be At My New Sales Job? appeared first on The Sales Evangelist.

Direct download: TSE_607.mp3
Category:New Hire -- posted at: 9:10am EDT

Still playing it safe? Afraid to take that leap? Our guest today is Felena Hanson and she shares with us how she got inspired to start her business and she teaches us how you can essentially shift that mindset from playing it safe to taking the leap. Felena Hanson is an entrepreneur, a marketing maven, […]

The post TSE 606: How To Shift Your Mindset From Playing It Safe To Taking The Leap appeared first on The Sales Evangelist.

Direct download: TSE_606.mp3
Category:Entrepreneur -- posted at: 10:39am EDT

Today’s episode, we’ll give you a sweet taste of the first session of the TSE Hustler’s League this semester. If you still want to join, go ahead and apply. This is a group coaching experience where we also bring on some expert guests and members share insights and bounce ideas off each other. Top 3 […]

The post TSE 605: TSE Hustler’s League-“Three Reasons Why Your Deals Are Not Closing” appeared first on The Sales Evangelist.

Direct download: TSE_605.mp3
Category:Closing -- posted at: 8:38am EDT

Are you making sure you’re casting your net to your target? Otherwise, you may just be wasting your time doing all things that you could have delegated to others. Today’s guest is Jason Avery. He has been part of the contracting world and he has helped many contractors to become effective in their business amidst […]

The post 604: Sales From The Street-“Time Is Money” appeared first on The Sales Evangelist.

Direct download: TSE_604.mp3
Category:Time Management -- posted at: 12:24pm EDT

Part of sales is knowing how to read your customers well and understanding what they’re thinking so you would know how to handle the situation and in order for the sales to progress. Today’s guest is Jonathan Furman who has extensive experience in the sales industry. He is the founder and CEO of Furman Transformation, […]

The post TSE 603: How Can I Better READ My Customers? appeared first on The Sales Evangelist.

Direct download: TSE_603.mp3
Category:Reading Prospects -- posted at: 11:22am EDT

Do you think sales is purely a numbers game? You’ve probably heard of sales teams or have been part of a sales team where they relate sales purely to the activities you do. But does the x number of activities automatically equate with sales? Personally, I disagree that it’s purely just a numbers game. I […]

The post TSE 602: Is Sales A Numbers Game? appeared first on The Sales Evangelist.

Direct download: TSE_602.mp3
Category:Numbers Game -- posted at: 11:19am EDT

Still struggling with hitting your goals? Sure, you may have devised a great plan but you may be lacking in effective and efficient execution. Hmmm…I smell commitment issues. Our guest today, Thor Conklin, is going to share with us powerful insights into how you can concretely start accomplishing your goals… for real. Thor has been […]

The post TSE 601: Effective & Efficient Execution of Goals and Outcomes appeared first on The Sales Evangelist.

Direct download: TSE_601.mp3
Category:Goals Setting -- posted at: 6:36am EDT

In celebration of our 600th episode, we’re doing a Q&A session where I’m answering some questions posted on our Facebook group, The Sales Evangelizers, and I’m sharing with you a lot of great stuff about sales, about this podcast, and about me. Q: What did you know now that didn’t know then and thought you […]

The post TSE 600: Our 600th Episode Q & A appeared first on The Sales Evangelist.

Direct download: TSE_600.mp3
Category:Q and A -- posted at: 6:35am 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

Today’s guest is a true hustler Sten Morgan who went from having $40 in his account to making a six-figure salary through hustle and hard work. As a result, he created a success story in order to forge a path for other sellers. He has also written a book, 7 Mindsets of Success which will […]

The post TSE 598: The Seven Mindsets of Success! appeared first on The Sales Evangelist.

Direct download: TSE_598.mp3
Category:Success -- posted at: 6:34am EDT

Yesterday, I posted a quote on our Facebook group, The Sales Evangelizers, that says “It’s better to be told no than to not ask at all.”  So today, I want to tackle a common problem for many sellers who find it hard to ask so they end up not asking even if they knew that […]

The post TSE 597: Don’t Talk Yourself Out of It appeared first on The Sales Evangelist.

Direct download: TSE_597.mp3
Category:Fear -- posted at: 3:52pm 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’s snippet of the TSE Hustler’s League is taken from our very first semester where we talk about prospecting, social media, and how you can increase your opportunities. Please be reminded that our new 12-week semester is coming up super soon where we will focus on increasing your win rate and selling the way your […]

The post TSE 595: TSE Hustler’s League – “Plan Prospecting” appeared first on The Sales Evangelist.

Direct download: TSE_595.mp3
Category:Prospecting -- posted at: 11:57am 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

Sometimes we don’t like to hear the word “no” and this episode is going to change the way you look at it. Oftentimes, it takes multiple approaches before your prospects finally say yes. and that’s what our guest today, Andrea Waltz, is going to teach us. Andrea is the co-author of the book Go For […]

The post TSE 593: Just Go For No! appeared first on The Sales Evangelist.

Direct download: TSE_593.mp3
Category:Rejection -- posted at: 10:40am EDT

Life is a big ole sales process. No matter what stage of life we’re at, being a student or a kid, we all have to persuade individuals and do some kind of persuasion in our life. Today, we talk about the power of persuasion and how you can increase that factor and become more effective […]

The post TSE 592: Is Rapport Building a Waste of Time? appeared first on The Sales Evangelist.

Direct download: TSE_592.mp3
Category:Rapport -- posted at: 10:22am EDT

 We’re basically in the middle of the year, how’re your sales going? Are you slowly finding yourself in a rut? Especially, if you’re not where you want to be at this point, this episode is going to help lift your spirit up. Allen Brouwer is going to talk to us about motivation and setting goals. […]

The post TSE 591: Getting Your Motivational Level Up appeared first on The Sales Evangelist.

Direct download: TSE_591.mp3
Category:Motivation -- posted at: 9:34am EDT

Today I’m going through some questions concerning the TSE Hustler’s League that came in and I’m going to answer them here. Why did I create TSE Hustler’s League? I was working in a company that did not have any type of support. We didn’t have any training. Imagine the frustration of trying to make money […]

The post TSE 590: TSE Hustler’s League-“Tell Me More About The Group” appeared first on The Sales Evangelist.

Direct download: TSE_590.mp3
Category:Closing -- posted at: 11:53am EDT

Have you ever experiencing talking within someone and 5-10 minutes down the conversation, you actually don’t remember their name? Imagine this scenario with your client, asking what’s their name at the end of the presentation. How would this make them feel? Today, I’m going to share some strategies to make that personal connection to make […]

The post TSE 589: Sales From The Street-“Remember Their Name” appeared first on The Sales Evangelist.

Direct download: TSE_589.mp3
Category:Customer Evangelist -- posted at: 10:41am EDT

Just because you can’t afford to go to conferences to network with people and generate leads doesn’t mean it’s the end of the world. Did you know you can be leaving money on the table by not guest posting for backlinks? This is a perfect example of what I always preach – Do the opposite […]

The post TSE 588: Stop Leaving Money On The Table With Guest Post Backlinks appeared first on The Sales Evangelist.

Direct download: TSE_588_.mp3
Category:Online Marketing -- posted at: 10:36am EDT

One of the things I commonly come across with many salespeople and entrepreneurs is that they want the sale without necessarily doing the work. Many entrepreneurs have the ability to produce a product or service they can deliver but the challenge is getting customers to say yes or getting people to buy from them. One […]

The post TSE 587: How Many Customers Do You Have? appeared first on The Sales Evangelist.

Direct download: TSE_587.mp3
Category:Customer Service -- posted at: 9:33am 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

Today’s episode is a throwback session of the TSE Hustler’s League that I did with Jimmy Burgess where we discussed different attitudes and things to help you generate a tsunami of leads. Jimmy is a real estate expert, a speaker, an author, and a coach. One of the principles Jimmy talked about is humility and […]

The post TSE 585: TSE Hustler’s League-“Humility” appeared first on The Sales Evangelist.

Direct download: TSE_585.mp3
Category:Humility -- posted at: 9:12am EDT

Saul Marquez used to sell toilet paper and today he shares a very inspiring story about how he went from doing that to making six figures in the medical sales industry and hopefully, you can glean some insights from it so you too can break into your dream career. Here are the highlights of my […]

The post TSE 584:Sales From The Street-“6 Figure Medical Sales” appeared first on The Sales Evangelist.

Direct download: TSE_584.mp3
Category:Medical Sales -- posted at: 8:58am EDT

Today’s episode is jam packed with great insights into two of the essential aspects of sales: Prospecting and standing out. Today’s guest is John Brubaker, a nationally renowned Performance Consultant, speaker, and award-winning author. He has written six books on leadership performance including his latest book, Stadium Status. John shares his secrets to keeping a […]

The post TSE 583: Stop Leaving Money on the Table appeared first on The Sales Evangelist.

Direct download: TSE_583.mp3
Category:Upselling -- posted at: 7:45am EDT

Does ethical bribe still work? How does the concept of reciprocity help you in generating more sales? Believe it or not, there are some social triggers that actually cause people to buy from you whether they like you or not. And that’s part of human nature. All this and more in our episode today. The […]

The post TSE 582: Reciprocity Still Works… Even at 7/11 appeared first on The Sales Evangelist.

Direct download: TSE_582.mp3
Category:Reciprocity -- posted at: 7:54pm EDT

Recently, I asked on Facebook about podcasts and a friend recommended NPR podcast, How I Built This. My guest today, Joshua Esnard was featured in one of their episodes where he talked about how he built his company, The Cut Buddy. I was very impressed by him that I just knew I had to have […]

The post TSE 581: Take Action on Your Dreams! appeared first on The Sales Evangelist.

Direct download: TSE_581.mp3
Category:Entrepreneur -- posted at: 5:48pm EDT

Today’s episode is another snippet pulled out from one of our training sessions over at the TSE Hustler’s League where we focused on speaking the language of executives. This is actually part 2 of this two-part series. If you haven’t yet, check out part 1 of this episode back in TSE 575. Our upcoming semester […]

The post TSE 580: TSE Hustler’s League-“Executive Language Part 2” appeared first on The Sales Evangelist.

Direct download: TSE_580.mp3
Category:Speaking With Executives -- posted at: 9:33am EDT

As salespeople, we tend to not do the things that we know we need to do and networking is one of them. Unfortunately, many people are scared of doing it because they do it the wrong way or they just don’t know how to do it. Networking is a tool for you not to sell, […]

The post TSE 579: Sales From The Street -“I Discovered Networking” appeared first on The Sales Evangelist.

Direct download: TSE_579_.mp3
Category:Networking -- posted at: 12:34pm EDT

Coaching is an important piece in sales but you have to make sure you’re equipped with sufficient data so you can better analyze and coach effectively. Today’s guest is Richard Smith and he shares with us how you can use technology to better coach people. Richard has been in sales for almost ten years selling […]

The post TSE 578: How to Use Technology to Better Coach Salespeople appeared first on The Sales Evangelist.

Direct download: TSE_578.mp3
Category:Coaching -- posted at: 9:25am EDT

Today’s episode is about scarcity, why it’s important, and how it can actually help you even when you’re selling. One of the members in our Facebook group, The Sales Evangelizers, actually posted this question concerning scarcity so I want to specifically touch on this today. Not only in the real estate world, there are so […]

The post TSE 577: How to Incorporate Scarcity When Selling appeared first on The Sales Evangelist.

Direct download: TSE_577.mp3
Category:Scarcity -- posted at: 9:17am EDT

Are you using Instagram for your business? If not, then this episode might inspire you to get also get started with it. Instagram is a social media platform that is growing in popularity. People love sending pictures and they love to connect. Maybe your business can also benefit from it. If not, then so be […]

The post TSE 576: How I Grew My Company Using Instagram and My Smartphone appeared first on The Sales Evangelist.

Direct download: TSE_576.mp3
Category:Social Selling -- posted at: 9:50am EDT

Today, we’re pulling out another snippet from one of our sessions over at the TSE Hustler’s League. It’s a great community of members, new to sales and experts alike, and we all come together because they all want to sharpen their skills, increase their opportunity rates, and to close more deals. This week’s topic is […]

The post TSE 575: TSE Hustler’s League-“Executive Language Part 1” appeared first on The Sales Evangelist.

Direct download: TSE_575.mp3
Category:Meeting With Executives -- posted at: 7:38am EDT

Today, we’re having a lawyer on the show. Lawyers in sales? Yep! Lawyers know a lot about sales too. Today’s guest is Shawn Yesner. He is a lawyer in the Tampa Bay area where he focuses mostly on consumer issues and helping people who find themselves in financial distress and difficulties. He also has to […]

The post TSE 574: Sales From The Street-“Meet New People” appeared first on The Sales Evangelist.

Direct download: TSE_574.mp3
Category:Networking -- posted at: 11:28am EDT

Getting a sales team from the ground to the top takes a little bit of work. Today’s guest is sales architect, Nigel Green, and he shares his insights into what you can do to scale your sales team to the next level. Nigel worked his way up the sales ladder until he became a leader […]

The post TSE 573: How To Quickly Scale Your Sales Team appeared first on The Sales Evangelist.

Direct download: TSE_573.mp3
Category:Scaling your sales team -- posted at: 11:10am EDT

How do you get the quickest sales result? You can’t expect sales to keep coming when you’re not even doing anything. You can’t expect the same either if you thought sending one email was enough to draw them in. You’ve got to push harder than that! Make it personal. Emails are great but, especially if […]

The post TSE 572: Quickest Way To Get Sales Results appeared first on The Sales Evangelist.

Direct download: TSE_572.mp3
Category:Sales Growth -- posted at: 10:59am EDT

How do you actually sell high-ticket items when you know you won’t be able to buy them yourself because they’re too expensive? Hmmm… Today’s guest is Stephanie Chung, a business coach, and an entrepreneur, and she is going to teach you how to get past the challenges of high-ticket selling, specifically overcoming that mindset you’ve […]

The post TSE 571: Developing The Skills of High Ticket Selling appeared first on The Sales Evangelist.

Direct download: TSE571.mp3
Category:High Ticket Selling -- posted at: 10:09pm EDT

Here’s another snippet from one of our training sessions over at the TSE Hustler’s League. This is actually part two of last week’s episode where we talked about demonstrating ROI’s. Today, we’re going to show you how you can apply this to your own sales process. Strategies for Demonstrating ROI’s The purpose of the initial […]

The post TSE 570: TSE Hustler’s League-“Comparing Apples to Apples” appeared first on The Sales Evangelist.

Direct download: TSE_570.mp3
Category:ROI -- posted at: 10:06pm EDT

Who doesn’t want to get more leads? But of course, you want to have quality leads and you want to make sure you’re being strategic about it. You can’t just wing it! Especially if you’re a small business that doesn’t have a robust marketing department, you have to find unique ways and this could be […]

The post TSE 569: Sales From The Street-“Content Marketing and Lead Gen” appeared first on The Sales Evangelist.

Direct download: TSE_569.mp3
Category:Marketing and Sales -- posted at: 6:11pm EDT

You may have been an A-player salesperson or you still are, but that doesn’t necessarily make you an A-player sales manager. Recognizing the difference is one problem. Mastering the skill sets of sales management is another. Our guest today is Kevin F. Davis, author of the book The Sales Manager’s Guide to Greatness: Ten Essential […]

The post TSE 568: The Sales Manager’s Guide To Greatness! appeared first on The Sales Evangelist.

Direct download: TSE_568.mp3
Category:sales Management -- posted at: 5:54pm EDT

Lead generation is one of the major challenges we have as sellers and you can actually improve the way you generate leads through thinking smarter, not working harder. With the launch of our new website, we will be implementing a technology that will help us communicate better with you and also find a way for […]

The post TSE 567: Using Bots and Messenger To Qualify More Leads appeared first on The Sales Evangelist.

Direct download: TSE_567.mp3
Category:Qualifying -- posted at: 5:11pm EDT

No one in the right mind would like to lose a sales opportunity. My guest today, Mark Cox, is going to teach you specifically why you will probably lose your next big deal and how you can avoid that. The goal is to take a pause to get some quiet time and think about the […]

The post TSE 566: Why You Will Probably Lose Your Next Big Deal (And How To Avoid It)” appeared first on The Sales Evangelist.

Direct download: TSE_566.mp3
Category:Discovery Meeting -- posted at: 5:04pm EDT

  Today, I am going to share another snippet from one of our past training sessions over at the TSE Hustler’s League where we specifically talked about how to establish ROI. Think from a prospect’s perspective, not yours. Oftentimes, you sell the way that you buy. This is one situation or mindset you need to […]

The post TSE 565: TSE Hustler’s League-“Demonstrating ROI” appeared first on The Sales Evangelist.

Direct download: TSE_565.mp3
Category:ROI -- posted at: 5:00pm EDT

josheckbio Establishing value is not necessarily the easiest thing but it could come much easier if you found a way to educate your prospect and share value with them. Then as a byproduct, they would choose you over your competitors. Our guest today is Josh Eck, a member of our Facebook group, The Sales Evangelizers, […]

The post TSE 564: Sales From The Street-“Education is the Key” appeared first on The Sales Evangelist.

Direct download: TSE_564.mp3
Category:Building Value -- posted at: 4:52pm EDT

  Growing pains are tough but what if you had a way to eliminate those through operations, strategy, and leadership advice? Karl Sakas is the President and Founder of Sakas and Company and today, he shares with us some great insights into making your company more effective through eliminating growing pains, things which you can […]

The post TSE 563: Eliminating Growing Pains Through Operations, Strategy And Leadership Advice appeared first on The Sales Evangelist.

Direct download: TSE_563.mp3
Category:Leadership -- posted at: 4:30pm EDT

I recently read this book called Essentialism by Greg McKeown and the idea is about disciplined “pursuit of less”. This is built around the context that when you do less, you gain more. Sure, you can try to sell all products but these products have their own buyer persona. As a new SDR, imagine how […]

The post TSE 562: Focus on Your Essential Product or Service appeared first on The Sales Evangelist.

Direct download: TSE_562.mp3
Category:Focusing -- posted at: 4:17pm EDT

63% of sales leads don’t convert for at least 3 months. One reason is that many salespeople just don’t understand how to use the information they have that’s been sitting on their CRM this whole time. My guest today. Anil Kaul is going to teach us how you can circumvent this issue through the power […]

The post TSE 561: Using AI To Close Deals Faster appeared first on The Sales Evangelist.

Direct download: TSE_561.mp3
Category:AI -- posted at: 2:50pm EDT

Today’s snippet from one of our past training sessions over at the TSE Hustler’s League is about what you can do to maximize those major gateway points to help move your deal to the next level. Get them to get the first appointment with you. Do the diagnostic test or the apples-to-apples comparison. The biggest […]

The post TSE 560: TSE Hustler’s League-“WOW Factor” appeared first on The Sales Evangelist.

Direct download: TSE_560.mp3
Category:Value -- posted at: 2:30pm EDT

  Today, we’re bringing in the Side Hustle Coach, Alex Barker, as he shares his experiences and thoughts and insights into selling based on price and being confident with what you’re charging. Alex is a pharmacist, a legal drug dealer by day, and had no sales training until 2012 when he became an entrepreneur. He […]

The post TSE 559: Sales From The Street: “Confident With My Price” appeared first on The Sales Evangelist.

Direct download: TSE_559.mp3
Category:Confidence -- posted at: 1:57pm EDT

At various points in our sales cycle, we could encounter really tough challenges to the point that we feel stuck or the deal is stuck. And more often than not, we resort to giving up. But how do you get yourself out of the rabbit hole? Today’s guest is Tim Sanders and he’s going to […]

The post TSE 558: Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges appeared first on The Sales Evangelist.

Direct download: TSE_558.mp3
Category:Discovery Meeting -- posted at: 1:48pm EDT

How about cherry-picking customers to make sure you get the right actual ones? Today, I’m answering the question: When do you now NOT to bring on a client? So here are some signs that you probably should not bring them on: They don’t have the money. When I was first starting out in the software […]

The post TSE 557: When Should I NOT Bring on a Client? appeared first on The Sales Evangelist.

Direct download: TSE_557.mp3
Category:Bad Customers -- posted at: 1:44pm EDT

Emailing is a huge factor in the whole sales process but a lot of people are not seeing success with it. The trick is in creating unconventional emails to make you stand out from the pack. Even direct emails can be done through unconventional means as well. My guest today, Jon Buchan did just that! […]

The post TSE 556: The Secret To Getting Response With Unconventional Email And Direct Mail appeared first on The Sales Evangelist.

Direct download: TSE_556.mp3
Category:Creative Prospecting -- posted at: 1:37pm EDT

Today we’re going to talk about how you can make it easy for prospects to do business with us. Whether you’re a mom and pop shop or a large corporation, whether you’re selling for yourself or for someone else, each of us has a sales process that can be fine-tuned so it’s easier for the […]

The post TSE 555: TSE Hustler’s League-“Make It Easy” appeared first on The Sales Evangelist.

Direct download: TSE_555.mp3
Category:Education Based Marketing -- posted at: 1:31pm EDT

Today is yet another episode of Sales From the Street but I will be the one on the hot seat today as I share with you a crazy experience. Taking My Client to a Game Back in software sales where I worked as an Account Executive, our company had just partnered with a data center […]

The post TSE 554: Sales From The Street-“She Jumped Out of the Car” appeared first on The Sales Evangelist.

Direct download: TSE_554.mp3
Category:Networking -- posted at: 1:11pm EDT

Imagine becoming the number one sales producer at a billion dollar company in just 6 months. How do you even do that? Well, lucky you because today we have Joe Gianni on the show and he’s going to tell us exactly how he did it. Whether you’re new to sales or in a sales leadership […]

The post TSE 553: How I Became The #1 Sales Producer At A Billion Dollar Company In 6 Months! appeared first on The Sales Evangelist.

Direct download: TSE_553.mp3
Category:Top Performer -- posted at: 12:59pm EDT

Scared of using the phone? A lot of misconceptions about using the phone are floating around these days and today I want to shed light on this. From entrepreneurs to sellers, from the newbies to the oldies, so often I find that sellers are afraid of using the telephone because of the stigma built around […]

The post TSE 552: I Don’t Like Using the Phone. Prospects Never Return My Voicemails Anyways. appeared first on The Sales Evangelist.

Direct download: TSE_552.mp3
Category:Phone Prospecting -- posted at: 12:52pm EDT

  Motivation is a huge part of every salesperson’s success. But how do you actually stay motivated especially during those tough times? Today’s guest is a motivator and excited Shawn Anderson and he’s going to help you get pumped up to sell and hustle. Shawn shares with us how you can get motivated as well […]

The post TSE 551: How Can I Get and Stay Motivated Everyday? appeared first on The Sales Evangelist.

Direct download: TSE_551.mp3
Category:Motivation -- posted at: 12:41pm EDT

Presentation, Demo, Donald Kelly, The Sales Evangelist Podcast How are you bringing value to the table? How do you make yourself stand out from the pack? This week, we pulled out yet another snippet from one of our previous sessions over at the TSE Hustler’s League where we talked about building value, specifically about giving […]

The post TSE 550: TSE Hustler’s League-“Great Presentations” appeared first on The Sales Evangelist.

Direct download: TSE_550.mp3
Category:Presentation -- posted at: 12:26pm EDT

Today’s guest is Meir Ezra, an entrepreneur who went through an interesting experience during his first sales call that actually landed him a great account. Meir previously spent six years in the army, living on $6 a day, until he had to start selling, and now he has created an empire, owning many businesses around […]

The post TSE 549: Sales From The Street-“Be Interested” appeared first on The Sales Evangelist.

Direct download: TSE_549.mp3
Category:Prospecting -- posted at: 11:14am EDT

People have different sentiments about affiliate marketing. While some like it, others don’t. Well, the key is in doing it right. My guest today, Robert Glazer, is going to teach us about affiliate marketing and the idea behind Performance Partnerships™. Robert is the Founder and Managing Director of Acceleration Partners, a leading independent performance marketing […]

The post TSE 548: Traditional Affiliate Marketing Sucks…Try Performance Partnerships™ Instead appeared first on The Sales Evangelist.

Direct download: TSE_548.mp3
Category:Affliate Marketing -- posted at: 9:49am 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

Social selling has become one of the hottest topics today but a lot of people are not actually doing this right. My guest today, Ian Moyse, is going to give us some clarity and super valuable insights into social selling specifically around sales development. With about 25 years of experience in the sales leadership arena, […]

The post TSE 546: Using Social Media the Right Way to Increase Sales appeared first on The Sales Evangelist.

Direct download: TSE_546.mp3
Category:Social Selling -- posted at: 1:00am EDT

Today’s snippet taken from one of our previous sessions over at the TSE Hustler’s League is Part 2 of last week’s topic (TSE Episode 540) where we discuss ways to research on your prospects without wasting time. Strategies for maximizing your research: Use Facebook. Find out personal nuggets about them, basically, what matters the most. […]

The post TSE 545: TSE Hustler’s League-“Researching Without Wasting Time – Part 2” appeared first on The Sales Evangelist.

Direct download: TSE_545.mp3
Category:Research -- posted at: 6:13pm EDT

Do you sell your services by the hour? As entrepreneurs, business owners, or sales individuals, we’re okay with charging the lowest rate possible usually because we’re afraid we might lose the business if we charged them too high? But what if you could charge a higher rate and still earn that business every single time? […]

The post TSE 544: Sales From The Street-“Raise Your Price” appeared first on The Sales Evangelist.

Direct download: TSE_544.mp3
Category:Pricing -- posted at: 11:19am EDT

TSE Tired of doing mundane tasks? What if you had a way to automate tasks to make your job easier and increase your sales? Today’s guest is Brook Borup and she shares with us some ways to automate some of the mundane tasks in your business or your life in general, to make your life […]

The post TSE 543: Documented Sales Process + Automate Tasks = Increase Sales appeared first on The Sales Evangelist.

Direct download: TSE_543.mp3
Category:Delegate -- posted at: 2:27pm EDT

Today, I’m going to share with you FIVE things to help you become a better sales development rep (SDR) or help you work better with your SDR. First off, let’s briefly define the role of Sales Development Rep. SDRs are also referred to as your inside sales team. They help to qualify or bring in […]

The post TSE 542: How Can I Become A GREAT Sales Development Rep (SDR)? appeared first on The Sales Evangelist.

Direct download: TSE_542.mp3
Category:Sales Develop Representative -- posted at: 12:17pm EDT

Great sellers are great performers. You might not notice it but theater correlates with sales in more ways than one and my guest today, Glenn Hebert, is going to teach you several lessons he learned from theater which you can apply into your own sales process. Glenn is the Founder of Horse Radio Network, a […]

The post TSE 541: What Salespeople Can Learn From Theater To Close More Deals appeared first on The Sales Evangelist.

Direct download: TSE_541.mp3.mp3
Category:Theater and Sales -- posted at: 12:59pm EDT

Today’s snippet taken from one of the previous sessions over at the TSE Hustler’s League is all about research strategies to make sure you’re not just wasting your time. Some sellers don’t do any research at all while other sellers spend so much time doing research. You have to have a good balance. So what […]

The post TSE 540: TSE Hustler’s League-“Researching Without Wasting Time – Part 1” appeared first on The Sales Evangelist.

Direct download: TSE_540_.mp3
Category:Research -- posted at: 4:06pm EDT

Building value is one of the most essential tasks we have as sellers. In order to do that, you have to make sure the discovery part of your sales meeting is done perfectly. Today’s guest is William “Skip” Miller and he shares with us great tips and strategies you can use during the discovery phase […]

The post TSE 539: Sales From The Street: “This Is How You Discover!” appeared first on The Sales Evangelist.

Direct download: TSE_539.mp3
Category:Discovery Meeting -- posted at: 10:24am EDT

Do you find yourself addicted to something? Food, cigarette, alcohol, whatever it is – do you just feel like you just can’t stop? And then you get hard on yourself for not having the willpower to do it. Would you be surprised if I told you that willpower has nothing to do with overcoming an […]

The post TSE 538: How Can Overcoming Addictive Behaviors Help You Sell appeared first on The Sales Evangelist.

Direct download: TSE_538.mp3
Category:Additive Behaviors -- posted at: 10:02am EDT

A quick question, how have your prospecting been lately? You’re probably sending a ton of emails to your prospects already, but I sure do hope you’ve been more intentional about it than you used to. I want to say that although email outreach is the most common form of prospecting that salespeople do, many still […]

The post TSE 537: Email Outreach Won’t Work If You Don’t appeared first on The Sales Evangelist.

Direct download: TSE_537.mp3
Category:Email Selling -- posted at: 2:10pm EDT

Still making excuses? I’ve got to tell you man, just stop. Our guest today is someone you can definitely draw inspiration from. Dre Baldwin is an overseas professional basketball player having played through eight different countries in the course of nine years. After graduating from Penn State University, Dre has written books and has done […]

The post TSE 536: How to Develop an Unstoppable Drive to Sales Success appeared first on The Sales Evangelist.

Direct download: TSE_536.mp3
Category:Motivation -- posted at: 6:44am EDT

Are you keen to details? Or are you just too assuming your prospects will understand? Today’s snippet taken from our past training session over at the TSE Hustler’s League is focused on being expert in the details. Where in your sales process can you better focus on the details? A few areas where you can […]

The post TSE 535: TSE Hustler’s League-“Become An Expert In The Details” appeared first on The Sales Evangelist.

Direct download: TSE_535.mp3
Category:Questions -- posted at: 6:00am EDT