Mon, 6 August 2018
When your sales team isn’t hitting its numbers, what can you do to help them improve? How can you make sure your training process is effective? Ask yourself this: How can I better coach my sales team? On today’s episode of The Sales Evangelist, we’ll discuss sales coaching, and how you can help your sales […] The post TSE 892: How Can I Better Coach My Sales Team? appeared first on The Sales Evangelist. |
Fri, 3 August 2018
TSE 891: Sales Enablement – A Master Framework to Build, Coach, and Lead Your Most Productive Sales Team
Sales Enablement means different things to different people, and though the definition varies widely, it’s one of the fastest growing trends in the world of B2B selling. More than 59 percent of organizations report having a devoted sales enablement effort, but only 34 percent are achieving their goals. It’s vital, then, that organizations develop a […] The post TSE 891: Sales Enablement – A Master Framework to Build, Coach, and Lead Your Most Productive Sales Team appeared first on The Sales Evangelist. |
Thu, 2 August 2018
There’s always room for improvement. It’s why you listen to podcasts like this one. Sometimes successful sellers get so focused on the big stuff that they lose sight of the fundamentals. In sales, though, it’s about the inches. On today’s episode of The Sales Evangelist Hustler’s League, we’ll review sales fundamentals that can help you […] The post TSE 890: TSE Hustler’s League-“It’s About The Inches” appeared first on The Sales Evangelist. |
Wed, 1 August 2018
Working with a talented group of people doesn’t guarantee success, because talent and performance are altogether separate. Sometimes sales leaders find themselves leading a team whose performance doesn’t equal its talent. When potential is left on the table, how do you teach your team the value of talent vs. performance? On today’s Sales From The […] The post TSE 889: Sales From The Street-“Talent vs. Performance” appeared first on The Sales Evangelist. |
Tue, 31 July 2018
Stories validate the work you’re doing. They build value. And really good salespeople never stop telling stories. Mike Adams, author of the book Seven Stories Every Salesperson Must Tell, explains that stories forge connections between people who don’t know each other and they help to establish rapport. Today on The Sales Evangelist, Mike Adams outlines […] The post TSE 888: Seven Stories Every Salesperson Must Tell appeared first on The Sales Evangelist. |
Mon, 30 July 2018
I noticed something interesting at a conference I attended recently. The conference was amazing, but I noticed something noteworthy about many of the exhibitors: they didn’t know how to tell me the problems they solve. They tossed around words like noteworthy, synergy, cohesive, and proprietary, but they couldn’t answer the most important question: “What do […] The post TSE 887: What Do You Do…For Me? appeared first on The Sales Evangelist. |
Sun, 29 July 2018
Every aspect of selling has changed in the last 25 years. In any field where people have to connect with other people, the changes in communication have caused big shifts. For sales professionals, the key is to resist the urge to push back against millennials’ natural tendencies. Instead, let your millennials do their thing. On […] The post TSE 886: Professional Selling In The Age of Kardashian: Let Your Millennials Do Their Thing appeared first on The Sales Evangelist. |
Thu, 26 July 2018
Imagine a dog chasing a car in your neighborhood. He’s chasing the car with every ounce of effort that he has, but clearly, he hasn’t developed a strategy: what will he do when he catches it? As sales professionals, we need a clear strategy for prospecting so we know exactly how we’ll delight the prospect […] The post TSE 885: TSE Hustler’s League-“Dog Chasing A Car” appeared first on The Sales Evangelist. |
Wed, 25 July 2018
When Mike Simmons made the move from individual contributor to leader, he tried to implement his own approach to the sales process. He eventually realized that his scripts and his processes wouldn’t work for everyone on the team. He discovered that each person needs a unique set of guiding principles. On today’s episode of Sales […] The post TSE 884 : Sales From The Street-“Your Own Avatar” appeared first on The Sales Evangelist. |
Tue, 24 July 2018
Mikael Dia wasn’t always an entrepreneur. His first business venture enjoyed early success. But it also revealed to him that he knew nothing about selling to people other than family and friends. As a result, he invested his efforts in learning to effectively acquire inbound leads. On today’s episode of The Sales Evangelist, Mikael shares […] The post TSE 883: How To Effectively Acquire Inbound Leads By Building Value Early appeared first on The Sales Evangelist. |
Mon, 23 July 2018
Imagine being invited to coffee by someone who wants to hear more about what you’re doing. You arrive at the coffee shop, spot him, wave him over, and buy him a drink. After 30 seconds of talking about your project, he launches into a sales pitch. You realize you’ve been snared in the coffee shop […] The post TSE 882: The Coffee Shop “Meeting Trap” appeared first on The Sales Evangelist. |
Fri, 20 July 2018
Oren Klaff calls sales an art form. A lifetime of raising money taught him that it requires the same process as selling: find a buyer, get his attention, hold his attention, convince him to trust you, and then convince him that what you have is scarce. Once he discovers that others want what you have, […] The post TSE 881: The Art & Science of Pitching Anything to Anyone! appeared first on The Sales Evangelist. |
Thu, 19 July 2018
Sometimes, the relationship between seller and customer goes bad. Small mistakes grow into tension and the relationship starts to sour. In this case, it doesn’t matter who’s right or wrong. You must be the leader who initiates a two-way dialogue. This is the final episode of our three-part series about the book Stop Selling & […] The post TSE 880: Stop Selling & Start Leading-“Two-Way Dialogue” appeared first on The Sales Evangelist. |
Wed, 18 July 2018
As a seller, you’ll come across many people who are hesitant to change. Whether they’re prospects or others within your company, sales leaders must recognize the importance of change and the reason for it. More importantly, innovative sellers will use their influence to convince others as well. On today’s episode we’re talking about the book […] The post TSE 879: Stop Selling & Start Leading-“Innovative Seller” appeared first on The Sales Evangelist. |
Tue, 17 July 2018
Successful customers are the greatest recruiting tool available to small businesses. If your customers can deliver the message that your work is incredible, that’s much more effective than your blog post that says the same thing. Making customers more successful is key to business growth. Today on The Sales Evangelist, […] The post TSE 878: Why Making Customers More Successful is Key to Business Growth appeared first on The Sales Evangelist. |
Mon, 16 July 2018
Your prospects likely have dozens of sellers seeking to connect and build relationships with them. That means dozens of cold calls, emails, and presentations by dozens of different organizations. The key to success with any prospect is to build trust and be seen as an innovative seller. Today on The Sales Evangelist, we begin a […] The post TSE 877: How To Build Trust & Be Seen As An Innovative Seller appeared first on The Sales Evangelist. |
Sun, 15 July 2018
Sales is one of the most crucial parts of entrepreneurship, but many of us come up short. Because entrepreneurs occupy multiple roles, sales often gets lost in the shuffle of running our own businesses. On today’s episode of The Sales Evangelist, Brian Hendrick talks more about the challenges of selling as an entrepreneur. We first […] The post TSE 876: The Challenges of Selling As An Entrepreneur Part 2 appeared first on The Sales Evangelist. |
Thu, 12 July 2018
Sales requires a predictable process, but too often sales professionals deviate from the established path. They improvise and eliminate steps, and lose sight of the overlooked basics. On today’s episode of The Sales Evangelist Hustler’s League, we discuss why it’s important to do the fundamental things that […] The post TSE 875: TSE Hustler’s League-“Overlooked Basics” appeared first on The Sales Evangelist. |
Thu, 12 July 2018
When Anna Talerico needed account execs, she discovered the hard way that growing account executives is much easier than finding them. Prior to the discovery, she spent a lot of time recruiting AEs without a lot of success. She kept hiring the wrong people. On today’s episode of Sales From the Street, Anna Talerico tells […] The post TSE 874: Sales From The Street: “Growing Account Executives” appeared first on The Sales Evangelist. |
Thu, 12 July 2018
Entrepreneurs, regardless of their industry, must learn to succeed in sales. Selling as an entrepreneur is challenging because you don’t necessarily have the same resources you had when you worked for a big company. As an entrepreneur, you have to do the sales, the fulfillment, and everything in between. Today, Bryan Hendrick from our The Sales […] The post TSE 873: The Challenges of Selling As An Entrepreneur Part 1 appeared first on The Sales Evangelist. |
Mon, 9 July 2018
Many of the practices that new sellers use are ineffective. They don’t help your efforts, but you use them because other people said you should. Today on The Sales Evangelist, we’re tackling the sales myths crippling new sellers. Though there are countless myths that we pass down and cling to, we’ll address the top five […] The post TSE 872: 5 Sales Myths Crippling New Sellers appeared first on The Sales Evangelist. |
Fri, 6 July 2018
For many sales professionals, learning to sell to the C-suite is intimidating. Steve Bistritz has spent the last 17 years focused on selling to executives, and he says there’s a right way and a wrong way to do it. He shares his experiences today on The Sales Evangelist. Steve is co-author of the book Selling to […] The post TSE 871: How To Sell To The C-Suite appeared first on The Sales Evangelist. |
Thu, 5 July 2018
Every prospect has objections. If you fail to address them well, your proposal could go dry. Your prospect may disappear. Today on The Sales Evangelist Hustler’s League, we’ll hear a discussion about how to align our prospects with our company and how to qualify our prospects before closing. Don’t trick the buyer. Sales professionals should […] The post TSE 870: TSE Hustler’s League-“Objection” appeared first on The Sales Evangelist. |
Wed, 4 July 2018
When it’s time to scale your team, there are dozens of things that can go wrong. How do you make sure you hire the right team members? What if they don’t work out? How can I make sure the people I bring are really good. On today’s episode of Sales From The Street, we’ll discuss […] The post TSE 869: Sales From The Street:”Scaling My Sales Team” appeared first on The Sales Evangelist. |
Wed, 4 July 2018
Sales professionals sometimes forget that people buy you. We get so caught up pushing our products or services that we lose sight of the importance of networking. Today on The Sales Evangelist, Jordan Harbinger, host of The Jordan Harbinger Show podcast, explains that networking isn’t just about interacting with famous or popular people, but rather […] The post TSE 868: People Buy You appeared first on The Sales Evangelist. |
Wed, 4 July 2018
Sales professionals sometimes talk so much about value that it becomes meaningless. We toss it around like a buzzword instead of sincerely seeking to provide value. What is value, and how can you become better at using value more effectively? Today on The Sales Evangelist, we’ll define value and discuss how you can make it […] The post TSE 867: What Is Value? appeared first on The Sales Evangelist. |
Sat, 30 June 2018
Email is a great form of communication. It allows us to reach out to people on their time without interrupting them like a call would, but the ease of it is the reason more people are doing it. Sales professionals must unravel what works, what’s changing, and what not to do with cold email; why […] The post TSE 866: Cold Email What Works, What’s Changed & What Not To Do appeared first on The Sales Evangelist. |
Thu, 28 June 2018
On last week’s episode of The Sales Evangelist Hustler’s League, we heard from a member who was caught off-guard when a customer he thought was happy canceled their contract. We sought ways to help him identify what went wrong and to prevent the cancel from happening again. As you know, on each episode of The […] The post TSE 865: TSE Hustler’s League-“Prevent The Cancel” appeared first on The Sales Evangelist. |
Wed, 27 June 2018
Sales From the Street gives us an opportunity to hear from other sales professionals about the challenges they face and how they approach them. Today’s challenge is scaling a sales force. On today’s episode of The Sales Evangelist, Dimitar Stanimiroff explains how he handled building and scaling a sales force while he was still managing […] The post TSE 864: Sales From The Street: “Drink Your Own Kool Aid” appeared first on The Sales Evangelist. |
Tue, 26 June 2018
Many sales professionals rely on their talent and work ethic to help them succeed. They believe that if they go more and do more, they’ll achieve greater returns. They fail to realize that strategy is the key to real growth. Brian Margolis, the author of The Index Card Business Plan for Sales Pros and Entrepreneurs, has developed […] The post TSE 863: The Index Card Business Plan appeared first on The Sales Evangelist. |
Mon, 25 June 2018
Cold calling is always a challenge. If you’re in a role that requires you to spend all of your time doing cold outreach, it will mentally drain you. You may find yourself thinking that you can’t deal with even one more rejection. Many people discover they never knew cold outreach would be so hard. Today […] The post TSE 862: I Didn’t Think Cold Outreach Was Going To Be This Difficult appeared first on The Sales Evangelist. |
Fri, 22 June 2018
When companies make a conscious effort to attract women, it’s good for the business on all levels. Women are often more consistent at exceeding quotas, and they’re strong leaders as well. But there’s another component as well: stepping up and standing out as women in sales. On today’s episode, we’re talking with Barbara Giamanco, host […] The post TSE 861: Stepping Up And Standing Out As Women In Sales appeared first on The Sales Evangelist. |
Thu, 21 June 2018
Sales reps in small firms often have to do much of their own work. They do their own prospecting, conversions, and account maintenance, and they have to keep track of a lot of things. When a prospect says “I want to cancel,” we find ourselves questioning our decisions and wondering where we went wrong. On today’s […] The post TSE 860: TSE Hustler’s League-“I Want To Cancel” appeared first on The Sales Evangelist. |
Wed, 20 June 2018
Too many organizations continually miss the target when they hire new team members. To be an effective sales leader, you must be intentional about growing your team: fill up your pipeline with great reps just like you would with great clients. In that way, hiring is like sales. On today’s episode of The Sales Evangelist, […] The post TSE 859: Sales From The Street-“Hiring is Like Sales” appeared first on The Sales Evangelist. |
Tue, 19 June 2018
Many companies stumble blindly when they are creating a referral plan. Referrals can pay dividends for companies, but it’s important for companies to have a plan when designing a referral plan. On today’s episode of The Sales Evangelist, Jay Gibb of CloudSponge shares insights about creating a referral plan and discusses some of the mistakes […] The post TSE 858-Three Things You Should Remember When Creating a Referral Program appeared first on The Sales Evangelist. |
Mon, 18 June 2018
It’s impossible to sell if you can’t ever connect with a human. Sales reps often spend their days talking to voicemails and deleting undeliverable emails. But what if I could give you a tool to allow you to connect with just about anyone? Today on The Sales Evangelist, we’ll talk about Hunter.io, and the power […] The post TSE 857: Use Hunter.io To Connect With Just About ANYONE! appeared first on The Sales Evangelist. |
Mon, 18 June 2018
Outbound prospecting is a vital part of every sales process, but when it’s based on static data, it’s bound to fail. Static data might help you find the right person, but they might not be a valid prospect. Intent-based marketing can help you eliminate cold outreach and improve your outbound process. Today on The Sales […] The post TSE 856: How To Use Intent-Based Marketing & LeadSift To Eliminate “Cold Outreach” appeared first on The Sales Evangelist. |
Mon, 18 June 2018
Want to change the way you sell? Think about the prospect. Seek one individual you can help every day, and it will change the way you operate. Today on The Sales Evangelist Hustler’s League, we discuss how to empathize with your prospect and put yourself in his shoes. By doing so, you’ll add value and […] The post TSE 855: TSE Hustler’s League-“Think About The Prospect” appeared first on The Sales Evangelist. |
Mon, 18 June 2018
Every sales professional knows the challenge of convincing a customer to choose your organization over your competitors’. We all understand the value of learning to communicate in order to be successful in business. On today’s episode of Sales From The Street, Thomas Chambers shares the challenges he faces in his role as VP of sales […] The post TSE 854: Sales From The Street:”Communicate” appeared first on The Sales Evangelist. |
Thu, 14 June 2018
The sales industry has gotten a bad rap. Many people buy into the idea that the sales industry is bad or manipulative. They have a hard time selling authentically because they haven’t completely invested themselves in sales. But what if you could learn soul-centered sales? Today on The Sales Evangelist, Samantha Alvarez explains […] The post TSE 853: The Biggest Roadblock To Learning Soul-Centered Sales appeared first on The Sales Evangelist. |
Wed, 13 June 2018
Sometimes, rules survive long enough to become folklore. We adopted them as our own even if they aren’t necessarily good for us. As sales professionals, we must break the rules. Today on The Sales Evangelist, we discuss the importance of taking educated, calculated risks in order to improve our process. I’ll tell you about a risk […] The post TSE 852: Break The Rules…Take A Risk! appeared first on The Sales Evangelist. |
Wed, 6 June 2018
Sometimes as new sales professionals, we see other people’s successes and we assume they are natural sellers. While we struggle to “hunt and kill” so we can eat, they seem to generate reciprocal, repeatable business. We don’t initially understand that every part of our business that is repeatable should be part of a sales process. […] The post TSE 851: Jimmy Burgess’ 3-Step Sales Process appeared first on The Sales Evangelist. |
Wed, 6 June 2018
If your prospect views your product or service as a luxury item, your sales process may not matter. If he sees it as unnecessary, or as a step that will create extra work, he’ll likely delay making a decision on it. Today on The Sales Evangelist Hustler’s League, we discuss how sales professionals […] The post TSE 850: TSE Hustler’s League-“Luxury Item” appeared first on The Sales Evangelist. |
Mon, 4 June 2018
Jaron Rice found himself facing a challenge that he didn’t create. His industry had a horrible reputation for being less-than-transparent, and even deceptive. In order to succeed, his struggle was two-fold: he had to find new prospects, and he had to be different. On today’s episode of Sales From The Street, Jaron explains how he […] The post TSE 849: Sales From The Street:”We Had To Be Different” appeared first on The Sales Evangelist. |
Mon, 4 June 2018
The odds are not in your favor. There are 100,000 ideal prospects in the U.S., but there are also 100 competitors. You aren’t sure when your prospects will be ready to buy. You aren’t even sure if they already have a solution to the problem you’d like to help them solve. But what if you […] The post TSE 847: My Two Newest Sales Outreaching Tools appeared first on The Sales Evangelist. |
Fri, 1 June 2018
Big clients can be great for companies who don’t have the resources to constantly pursue small clients. They can help you reach sales goals and they provide repeatable business. But how do you connect with big prospects who are barely online or on social media? Today on The Sales Evangelist, we’ll talk to Melinda Chen, the […] The post TSE 846: How to Connect With Big Prospects Who Are Barely Online or on Social Media appeared first on The Sales Evangelist. |
Thu, 31 May 2018
When your pipeline is empty at the end of the month despite phone calls, emails, and appointments, you may find yourself wondering how you missed quota. You can, however, prepare for next month to make sure it doesn’t happen again. On today’s episode of TSE Hustler’s League, we talk about the fundamentals […] The post TSE 845: TSE Hustler’s League-“Three Things” appeared first on The Sales Evangelist. |
Wed, 30 May 2018
What do you do when your competitor’s product is cheaper than yours? Today on Sales From The Street, we talk to Chris Ibezim about what happened when he realized his prices were too high, and how changing his mindset helped him overcome the challenge. Begin with research Chris’ biggest challenge in sales was figuring out […] The post TSE 844: Sales From The Street: “My Prices Were Too High” appeared first on The Sales Evangelist. |
Tue, 29 May 2018
LinkedIn has evolved to be a place for business prospecting. Though it was once assumed to be a tool for updating your resume, sales professionals now get inbound leads from LinkedIn. Today on The Sales Evangelist, we talk with Dennis Brown about using social media to connect with your target market and find business opportunities. […] The post TSE 843: How to Get Inbound Leads From LinkedIn appeared first on The Sales Evangelist. |
Tue, 29 May 2018
If you’ve been with us for the last couple of weeks, you know that we’re in the middle of a social selling experiment to determine whether connecting on social media improves our sales outcomes. Today’s episode of The Sales Evangelist will update our findings, and address a change we made in our program, as well […] The post TSE 842: The Social Selling Experiment Part 3 appeared first on The Sales Evangelist. |
Fri, 25 May 2018
Social media is here to stay. The faster sales professionals learn to use it, the better off they’ll be. The trick, according to Romual Jean-Baptiste, is to seek to serve when using social media. Today on The Sales Evangelist, Rom explains how he uses social media, why he uses social media, and why you must incorporate it […] The post TSE 841: Seek To Serve When Using Social Media appeared first on The Sales Evangelist. |
Thu, 24 May 2018
Prospecting is hard work. Most sales professionals hate it because it’s demanding. It’s unique to every customer. The key to successful prospecting is shared vision, or helping your prospects see available options and alternatives. On today’s episode of The sales Evangelist Hustler’s League, we’re talking about prospecting, and things you can do to move your […] The post TSE 840: TSE Hustler’s League-“Shared Vision” appeared first on The Sales Evangelist. |
Wed, 23 May 2018
You have a story to tell: a history of your sales performance and your successes; a list of solutions you’ve provided to your customers; the lessons you’ve learned over the course of your career. You may not realize it, but you can use data to tell your story. Today on Sales From The […] The post TSE 839: Sales From The Street-“Use The Data…Tell a Story” appeared first on The Sales Evangelist. |
Tue, 22 May 2018
Your buyers are exactly like you. Statistics suggest that at least 57 percent of the buying process happens online before any conversations ever take place. If you aren’t taking advantage of social selling, and if your prospects can’t find you online, you’re missing a huge opportunity to impact the sales process. On today’s episode of […] The post TSE 838: Social Selling Practices That Will Drive Results For You Today! appeared first on The Sales Evangelist. |
Mon, 21 May 2018
Here at The Sales Evangelist, we’re in the middle of a social selling experiment to determine how effective social selling is when it’s part of your everyday sales cadence. I’ve selected a total of 80 companies that I’ve never had relationships with. I’ll use a traditional cadence of mail, email, and phone calls to build […] The post TSE 837: The Social Selling Experiment Part 2 appeared first on The Sales Evangelist. |
Fri, 18 May 2018
If you don’t already make social selling a part of your day, you should. The millennial generation has connected everyone on social media. Using those platforms to sell should be a natural progression for all sales professionals. Today on The Sales Evangelist, we’re talking with Dale Dupree, the Copier Warrior, about using LinkedIn as part […] The post TSE 836: Make Social Selling A Part of Your Day to Day Life appeared first on The Sales Evangelist. |
Thu, 17 May 2018
You are not the only salesperson who has contacted your prospect this week. In fact, she has likely heard from 10 other salespeople selling exactly the same thing you are. So what is different about you? How do you differentiate yourself from the other 10 people so she’ll want to move to the next step […] The post TSE 835: TSE Hustler’s League-“What Is Different About You?” appeared first on The Sales Evangelist. |
Wed, 16 May 2018
One of the challenges sales professionals face when selling with Twitter is staying focused on the task at hand. There’s so much noise and there are so many distractions that it’s difficult to avoid falling into the entertainment trap of social media. On today’s episode of The Sales Evangelist, we talk to Michael Sardina about […] The post TSE 834: Sales From The Street: “Selling With Twitter” appeared first on The Sales Evangelist. |
Tue, 15 May 2018
Facebook is a powerhouse social media platform. Its 2 billion users make it a great place to connect in Facebook groups and a great vehicle for targeted online networking. On today’s episode of The Sales Evangelist, we’ll talk with Travis Chappell, founder and host of Build Your Network podcast, about how to connect in Facebook […] The post TSE 833: How To Connect In Facebook Groups Without Being That One Person appeared first on The Sales Evangelist. |
Mon, 14 May 2018
When you’re not making the progress you know you’re capable of, you have a choice to make: do you continue doing the same things you’ve always done, or do you try something new? I believe it’s important to investigate new ideas, and I’m going to conduct a social selling experiment that will accomplish that very […] The post TSE 832: The Social Selling Experiment appeared first on The Sales Evangelist. |
Fri, 11 May 2018
If your company’s marketing strategy hasn’t evolved, you’re likely paying a high price for it. Furthermore, if you don’t understand social selling, it will never generate any positive results for you or your organization. On today’s episode of The Sales Evangelist, we talk to Jack Kosakowski about understanding social selling and why you should embrace […] The post TSE 831: Social Selling Is Not Working For You Because You Don’t Know How It Works appeared first on The Sales Evangelist. |
Fri, 11 May 2018
The Sales Evangelist Hustlers League brings sellers of all levels and all industries together for an online coaching program that will help them become more effective at every aspect of their work. Today, we’ll hear from our newest team member, Leo, about his experience in the Hustler’s League as a new seller. Leo shared with […] The post TSE 830: TSE Hustler’s League-“The New Guy” appeared first on The Sales Evangelist. |
Wed, 9 May 2018
I spent too much time thinking small: failing to try new things for fear that I wouldn’t be good at them. It wasn’t until friends in my Mastermind group challenged my thinking that I realized that being small doesn’t benefit anyone. Today on The Sales Evangelist, we’ll discuss how small-mindedness can hurt you, and how […] The post TSE 829: Sales From The Street-“Being Small Doesn’t Benefit You” appeared first on The Sales Evangelist. |
Tue, 8 May 2018
Depending on how you’re using it and what you’re trying to accomplish, Twitter is alive and well. In fact, Jared Easley, known as a “noticer,” believes Twitter is full of people who are starving for true connection, and he believes you can use it to grab prospects’ attention. Today on The Sales Evangelist, we’ll discuss […] The post TSE 828: How To Use Twitter To Grab Prospects Attention appeared first on The Sales Evangelist. |
Mon, 7 May 2018
You don’t want your customer to feel duped. If you spend months working your sales cycle only to disappear after your customer commits to the purchase, she will likely feel like you only cared about the money. You must continue the relationship. Today on The Sales Evangelist, we’re going to talk about the steps you […] The post TSE 827: Sales Basic 101…Keep The Relationship Going appeared first on The Sales Evangelist. |
Sat, 5 May 2018
Setting yourself apart from the pack can be difficult; it always has been. Now that sales professionals have access to video, it easier to allow your personality to shine so people can learn who you really are. On today’s episode of The Sales Evangelist, we talk with John Antonacci of Video Jungle Podcast about using […] The post TSE 826: How to Creatively Capture Prospects’ Attention Through Videos appeared first on The Sales Evangelist. |
Thu, 3 May 2018
Without an outreach strategy or a plan, sales professionals run the risk of looking pushy. When we focus entirely on making money and closing deals without working a plan, we miss the opportunity to position ourselves as leaders in the sales process. On today’s episode of The Sales Evangelist, we’ll discuss how emails should fit […] The post TSE 825: TSE Hustler’s League-“Outreach Strategy” appeared first on The Sales Evangelist. |
Wed, 2 May 2018
The very best thing you can do for your sales pipeline is to get your content in front of your prospect even before they need it. The most effective way to do that is to take matters into your own hands and utilize social selling to reach your prospects. On today’s episode of The Sales […] The post TSE 824: Sales From The Street: “Take Matters Into Your Own Hands” appeared first on The Sales Evangelist. |
Wed, 2 May 2018
When I first discovered the idea of selling on social media, I wasn’t approaching it the right way. I assumed that social selling was as simple as posting something that would lead to a sale. I realized, though, that social selling involves building relationships and guiding the prospects through a conversation that might lead to […] The post TSE 823: You Call That Social Selling? appeared first on The Sales Evangelist. |
Sat, 28 April 2018
It can be very tempting for sellers to compromise their core values in pursuit of sales and money. Unethical behavior hurts the prospect, hurts the company, and it hurts the seller. #UnethicalSellingClick To Tweet On today’s episode of The Sales Evangelist, we’re discussing how to stay on the high road and still make plenty of […] The post TSE 822: Selling Basic 101…Establish Your Own Set of Values appeared first on The Sales Evangelist.
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Fri, 27 April 2018
Influence is the ability to move someone toward a desired action, but there’s much more to it. It’s the ability to draw people toward something instead of pushing them toward it. For sales professionals, influence attempts to gain commitment because it’s in the client’s best interest rather than to gain compliance. On today’s episode of […] The post TSE 821: The Go-Giver: Influence appeared first on The Sales Evangelist. |
Fri, 27 April 2018
When you’re trying to capture your prospect’s attention through email, how do you know what to include? Many sellers in the early stages of their careers trying to accomplish too much in one email instead of writing shorter emails. On today’s episode of The Sales Evangelist, we’re discussing how to make our emails valuable, and […] The post TSE 820: TSE Hustler’s League-“Shorter Emails” appeared first on The Sales Evangelist. |
Wed, 25 April 2018
Most of the networking advice we hear is doomed to fail because it’s a story of one person in one situation. When we try to put their ideas into practice, it feels inauthentic. Instead of copying someone else, we need to redefine what it means to network on our way to discovering what “networking done […] The post TSE 819: Sales From the Street-“Networking Done Right” appeared first on The Sales Evangelist. |
Tue, 24 April 2018
Qualifying represents a vital piece of the sales process. Qualifying is perhaps the most underserved part of the process, and most of us are doing it wrong. Truth is, it doesn’t matter how well you close if you don’t have a good pipeline. On today’s episode of The Sales Evangelist, we’ll talk to John Barrows […] The post TSE 818: 10 Effective Qualifying Questions Salespeople Should Ask Each Prospect appeared first on The Sales Evangelist. |
Tue, 24 April 2018
If a buyer doesn’t believe you’re credible, he won’t do business with you. Credibility takes time to craft, and it’s incredibly delicate and easy to lose. You must do everything you can to avoid destroying your credibility. On today’s episode of The Sales Evangelist, we continue our sales basic series with a discussion about how […] The post TSE 817: Selling Basic 101…Doing This Will Destroy Your Credibility! appeared first on The Sales Evangelist. |
Fri, 20 April 2018
The battle for your audience’s attention is fierce, so you must ensure you don’t bore your prospects. Storytelling is the key to interesting presentations. The good news is that you’re already a storyteller. On today’s episode of The Sales Evangelist, David Hooker of Prezi explains how to keep your prospects interested and provide the information […] The post TSE 816: Don’t Bore Your Prospects to Death! appeared first on The Sales Evangelist. |
Wed, 18 April 2018
Your LinkedIn profile is free real estate. It’s your opportunity to communicate with your prospects, share your message, and provide value to your customers. Today on The Sales Evangelist, we’re discussing how to make yourself stand out on LinkedIn, and how to use LinkedIn for outreach. About your customer Your LinkedIn profile must be about you, […] The post TSE 815: TSE Hustler’s League-“Beef Up LinkedIn” appeared first on The Sales Evangelist. |
Wed, 18 April 2018
Sales professionals engage in a constant hustle and grind to achieve their numbers and meet their goals. What they may not understand is that the prolonged stress can affect sales. On today’s episode of Sales From The Street, Ericka Eller emphasizes the need for sales professionals to use their time intentionally and the practical ways […] The post TSE 814: Sales From The Street-“Stress Can Affect Sales” appeared first on The Sales Evangelist. |
Mon, 16 April 2018
If you’re new to sales, you may already lack confidence simply because you lack experience. On today’s episode of The Sales Evangelist, personal stylist Rayne Parvis teaches how to use your wardrobe to fake confidence if you’re new to sales. First impression If you’re not hitting your style or looking your best, your client may […] The post TSE 813: How To Use Your Wardrobe To Fake Confidence If You’re New To Sales appeared first on The Sales Evangelist. |
Mon, 16 April 2018
It’s frustrating to contact decision-makers and discover that they’re not calling back. You’ve got a great product, and you provide great service, but you’re not getting access to them. On today’s episode of The Sales Evangelist, we discuss some little-known secrets about decision-makers. We’ll address why you must distinguish yourself from the pack in order […] The post TSE 812: Selling Basic 101…”How Come They’re Not Calling Back?” appeared first on The Sales Evangelist. |
Fri, 13 April 2018
Your success as a sales professional depends largely on your ability to handle objections. Give up too quickly and you’ll miss an opportunity to dispel your client’s concerns. If you view the objection as a buying signal, you’ll create an opportunity to collaborate with the customer. On today’s episode of The Sales Evangelist, Jim Jacobus […] The post TSE 811: How Do I Handle Objections? appeared first on The Sales Evangelist. |
Thu, 12 April 2018
We do business with people we know, like, and trust. When we connect with prospects, we increase the odds that they’ll feel that way about us. Often, though, as sales professionals, we skip the connection step and go straight for the sale. On today’s episode of The Sales Evangelist Hustler’s League, we discuss ways we […] The post TSE 810: TSE Hustler’s League-“You’re Not Like Us” appeared first on The Sales Evangelist. |
Wed, 11 April 2018
Sometimes the sales basics feel mundane. Sometimes we burn ourselves out making phone calls and sending emails, and we feel like we’re spinning our wheels. Without regard for how effective it is, we want to try something different. On today’s episode of Sales From The Street, I share my own experience with burnout and the […] The post TSE 809: Sales From The Street-“My Creative Lazy Ideas” appeared first on The Sales Evangelist. |
Tue, 10 April 2018
Big sales wins are virtually impossible when marketing and sales departments don’t work together. When the two entities align to use repeatable action steps, the result is big sales wins. Today on The Sales Evangelist podcast, we talk with Chris Rothstein about the ways to align your sales efforts, and the success that results when […] The post TSE 808: How To Gain Big Sales Wins Through Specific Repeatable Actions appeared first on The Sales Evangelist. |
Mon, 9 April 2018
Before you do anything else, you must remember that your leads are people, too. Before you make any attempt to respond to a lead, or to qualify a lead, or certainly to sell something, you must remember that he is a person just like you. Who is he? Where did he come from? What challenge […] The post TSE 807: Selling Basic 101…They Are People Too! appeared first on The Sales Evangelist. |
Fri, 6 April 2018
The Salesperson Paradox requires sales professionals to shift their focus from selling something to the customer to helping the customer solve a problem. Today on The Sales Evangelist, Douglas Vigliotti helps us understand how sales fundamentals can help us grow our business. As a strategic selling partner for small business owners, Vigliotti understands that businesses […] The post TSE 806: The Salesperson Paradox appeared first on The Sales Evangelist. |
Thu, 5 April 2018
Sales professionals often overlook empathy. Because we’re focused on selling a product and closing a deal, we often neglect to understand our customers. In today’s episode of The Sales Evangelist, we discuss the role of empathy in the sales process, and why sales professionals must understand their prospects in order to build value. What do […] The post TSE 805: TSE Hustler’s League-“Empathy” appeared first on The Sales Evangelist. |
Wed, 4 April 2018
The gig economy continues to grow as more people discover the freedom and control it provides. Gigs vary in duration and kind, and statistics suggest that more than 40 million people are involved in the gig economy on some level. On today’s episode of The Sales Evangelist, Marion McGovern shares her years of experience in […] The post TSE 804: Sales From The Street-“The Gig Economy” appeared first on The Sales Evangelist. |
Tue, 3 April 2018
Sales professionals rarely use humor to improve rapport and improve negotiations. For some reason, when we walk through the doors at work, we’re all business. Research shows, though, that people who incorporate humor into their business are more successful. We gravitate toward people who seem more like us, and humor helps accomplish that. On today’s […] The post TSE 803: Can Being Funny Improve Your Rapport Building Skills & Negotiation? appeared first on The Sales Evangelist. |
Mon, 2 April 2018
You need a sales champion. You need someone on the inside of the prospective organization who can help you gain influence; someone who understands your goals and believes in your cause. Without a champion to help you influence the decision-makers, you’re fighting blind. #SalesInfluenceClick To Tweet Find the right sales champion Not everyone qualifies as […] The post TSE 802: I’m Not Your Champion, Sis! appeared first on The Sales Evangelist. |
Fri, 30 March 2018
Clients buy services differently than they buy products. Where products are frequently sold by features and attributes, services are sold on reputation, referral and relationships. Today on The Sales Evangelist we talk with Tom McMakin about the challenges of selling services, and the key to becoming the very best at your chosen field of expertise. […] The post TSE 801: How Clients Buy-A Practical Guide to Business Development appeared first on The Sales Evangelist. |
Thu, 29 March 2018
Today’s podcast celebrates the very best sales tips we’ve learned in the previous 799 episodes of The Sales Evangelist podcast. I’ve pulled together the best sales tips I’ve heard on the show, as well as some details about how I got started in sales and why it matters so much to me. We also discuss […] The post TSE 800: Some of The Best Tips From Over 800 Episodes Published appeared first on The Sales Evangelist. |
Wed, 28 March 2018
For Phillip Washington, Jr., the transition to a full commission sales position was a no-brainer. It was stressful because he had a family to support. He learned from his years in sales that he wasn’t wired to do anything but sell. On today’s episode of The Sales Evangelist, the owner of Stonehill Wealth Management and […] The post TSE 799: Sales From The Street-“Full Commission” appeared first on The Sales Evangelist. |
Tue, 27 March 2018
Most businesses know their target audience. They probably know their customers’ pain points and they think they know how to influence their customers. Most businesses overlook the psychology of marketing that will help them convert those customers. In today’s episode of The Sales Evangelist, Chris Dayley talks about the psychology of marketing and how it […] The post TSE 798: The Psychology of Marketing & How It Relates to Your Conversion Rate appeared first on The Sales Evangelist. |
Mon, 26 March 2018
It’s Sunday evening, and you’re dreading work tomorrow. You give your time, but not your heart, because you don’t feel like you’re getting the help you need to increase sales. Company culture may be to blame. Today we’re talking about company culture: why it’s important to create a great company culture and how you do […] The post TSE 797: Sales or Company Culture-Which is More Important? appeared first on The Sales Evangelist. |
Fri, 23 March 2018
Authentic leaders make themselves vulnerable. They value transparency and they connect with their teams. Authentic leaders understand that they must show up and be present in their leadership roles. In today’s episode of The Sales Evangelist, we hear from Paula Brown Stafford and Lisa T. Grimes about the importance of authentic leadership. In their book, Remember Who […] The post TSE 796: What Does It Mean to Become an Authentic Leader and How Do I Do It? appeared first on The Sales Evangelist. |
Thu, 22 March 2018
In today’s episode of The Sales Evangelist, we’ll show you how to use tailored email to grab your prospect’s attention. We’ll also show you how to make sure she reads to the very end. Make her feel good. People are ego-driven. Before you make contact, figure out what matters to her right now. Has she […] The post TSE 795: TSE Hustler’s League-“Tailored” appeared first on The Sales Evangelist. |
Thu, 15 March 2018
Sales professionals don’t like to admit it, but we’ve all felt jealous. When one member of the team is killing it while we struggle to close, resentment creeps in; the kind of resentment that sabotages the team. We have a tendency to compare ourselves against other people, and our managers do it to us as […] The post TSE 794: Sales From The Street-“Don’t Be So Jealous, Bro” appeared first on The Sales Evangelist. |
Thu, 15 March 2018
Sales professionals rely on communication but many don’t realize how powerful nonverbal communication truly is. On today’s episode of The Sales Evangelist, we talk to Tom Payne about the power of charisma and how we can use it to prospect and sell more effectively. Charisma consists of both verbal and nonverbal communication. Power of charisma […] The post TSE 793: The Power of Selling With Charisma appeared first on The Sales Evangelist. |
Thu, 15 March 2018
Your job is hard enough without an annoying coworker distracting you from your work. In today’s episode of The Sales Evangelist, we discuss how to handle an annoying coworker when you’re simply trying to find new prospects, close more deals, and build more value. Every sales team, no matter what you sell, has dealt with […] The post TSE 792: How To Deal With That Annoying Co-Worker On Your Team appeared first on The Sales Evangelist. |