The Sales Evangelist

Many of the activities in our day don’t actually help us close more deals. We’re busy doing things, but they aren’t moving our deals forward. Today we’ll talk about the things that distract us as sales reps, and how we can stop unnecessary distractions that are actually hindering our efforts. DISTRACTIONS Email is a necessary part of our sales efforts but spending time cleaning up our email isn’t an effective use of our time. If this were a football game, you wouldn’t be in the locker room trying to learn plays. Once the game starts, you’ll spend your time trying to advance the ball and score. So why do we spend our time at work doing things that aren’t conducive to closing deals? [4:30] Very often, we are hesitant to do the things that we really need to do. We don’t want to make cold calls or try to upsell our existing customers. Sellers often want to do things that are easy, so we do things that make us feel accomplished like cleaning our email instead of tackling hard tasks like cold calling and prospecting. #Productivity CLICK TO TWEET RECORD YOUR ACTIVITY Spend an entire week writing down all your activity and the amount of time you spend on it. [5:14] If you go to the kitchen to get a drink, write it down. If you talk with other team members, write that down and record how long it takes. Record all of your activities: email, updating CRM, creating proposals and attending meetings. Write down how long you spend on planning and social media. If you get sidetracked by your cell phone, write it down, and write the time next to it. As you do this over the course of a week, you’ll begin to see trends in your daily activity. ANALYZE YOUR ACTIVITY Now look at your activity and figure out which steps actually contribute to your closing deals. [6:46] Be honest about your activity and look for places that you can use your time better. Could you take a shorter lunch break a couple of days a week to create more time for sales activity? Score every activity on a scale of 1 to 3: 1’s are things that don’t help you close deals, while 3’s are things that contribute greatly to your closings. You can even use a 1 to 5 scale if that works better for you. Find the activities that aren’t helping you close deals and pay attention to the amount of time you spend on those activities. REDIRECT YOUR TIME Once you’ve identified the things that aren’t helping your efforts, figure out how that time spent cleaning out your email can be better used. Over time, these small amounts of time add up to hours that we could be using to focus on something productive. [9:13] Instead of checking ESPN, I could reach out to a prospect on LinkedIn. Eliminate tasks that you don’t need to do. Ask for accountability from your manager or your coworkers. Use apps that prevent you from accessing distracting websites. Intentionally focus on those activities that scored higher on your list. Outsource those activities that bog you down. UNCOMPLICATE THINGS Eliminate things that keep you from being the very best seller you can be. [11:41] Audit your time to see how you’re spending it. Rate your activities and eliminate unnecessary tasks. Hyperfocus on the important activities. This will change your business and your personal life when you implement it. “UNNECESSARY DISTRACTIONS” EPISODE RESOURCES This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same. We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline. Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people. This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer. Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends! Audio pr

The last thing you want is to have your sales process abandon by your sellers. We will share with you how to prevent this. Listen to how. Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

On today's episode of The Sales Evangelist, we're talking with Curt Rapp about how sellers can benefit from the experiences and knowledge of others, and how that knowledge creates shortcuts. Curt works as an independent contractor selling luxury outdoor products to consumers. During the holidays, that means Christmas lights and decorations. During the warmer months, he sells outdoor cooling systems and mosquito control. He has access to marketing collateral like CRM and other resources, but he has to bring purpose and a sense of direction to the process. He has to take ownership in the sales process and get focused. TSE Hustler's League Curt took part in our online coaching program, previously called TSE Hustler's League. He said the most valuable part of the experience was learning from other people's mistakes. Curt calls them shortcuts because he's borrowing knowledge from other people. [03:15] Learning how other people handle the daily dogfight of sales helps him borrow their knowledge the next time he finds himself in a dogfight of his own. In TSE Hustler's League, even as the administrator of the course, I learned shortcuts and other tricks from people in other industries. Silos Salespeople tend to isolate themselves because they focus on the fact that their industries are different from other industries. The truth is that although the sales industries are very different, people who sell cars can learn from people who sell bicycles. Curt said it took him several years to understand that he could learn from other people. Early on, he didn't listen to people or their advice, and he ignored shortcuts that could have helped him be more successful. [05:31] By learning from others, he gets to benefit from new information, and then he gets to share it with other people. [Tweet "Learning new information and sharing it with others means you learn twice: once when you hear it, and again when you teach it to someone else. There's tremendous value in learning from other people. #sharedexperience"] Having a plan Curt said that early in his sales career, he took everything that came his way. He wasn't selective in the choices he made. He saw opportunities all around but he didn't wait for the right opportunities. [07:08] Many of his past mistakes stemmed from dealing with people incorrectly and failing to intentionally set his expectations. As a new seller, he got excited about phone calls and appointments because he didn't have the confidence to expect them to happen. Now, he has the confidence to know that he can set appointments and close deals, and it has changed his focus. Confidence has made everything easier in the sales arena. Also, it's important to be humble enough to acknowledge that you don't have all the answers. Once you do that, you can accept help from other people. Positioned for the future Curt learned from his TSE Hustler's League experience that you must always be learning. He came to sales from an IT background, and he didn't know what he was doing. He had to be humbled, and that happened when he got around other people who were also hungry for knowledge. [10:40] Group training sessions helped Curt in a variety of ways: It gave him situational awareness. When an unfamiliar situation cropped up, he could draw on discussions he had heard other people share about the topic. It improved his skills. Group training improved his accountability. He learned that he couldn't be the guy sitting quietly in the corner of the group. He had to share and contribute something to the group. To quote the book The Seven Habits of Highly Effective People, if you aren't sharpening your saw every day, you'll be passed over. Nothing will be handed to you. Once Curt changed his mindset to understand that he didn't know everything, his situation started to change. The TSE Hustler's League group training helped him shift his mindset to always be learning. Engage with successful people Find people who are successful. Use social media. Use online training. Become aware of all that you can learn and then put yourself in a position to learn something new. Be open to the possibilities. Change your mindset and your mentality. [13:01] Your future may not look the way you think it will, but it will likely be better than you expected. "Shortcuts" episode resources If you'd like to know more about Curt and to find out about the project he's launching in 2019 connect with him at curtisrapp.com and on Instagram @CurtisRapp. This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same. Previously known as TSE Hustler's League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other

On today’s episode of The Sales Evangelist, I am introducing our new program – the TSE Certified Sales Program. If you are a sales leader in a company – this program is for you. If you are an executive or business owner of a small firm and your sales reps don’t have a process – […] The post TSE 975: TSE Certified Sales Program – What Is It? appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

On today’s episode of The Sales Evangelist, we talk to Chirag Gupta, founder of NoD Coworking, about documenting processes and how it will help your organization become more efficient and more profitable. Chirag has been an entrepreneur since college, and his coworking space in Dallas has achieved profitability, a goal many startups never achieve, largely as […] The post TSE 974: Sales From The Street: “Document Everything” appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

On today’s episode of The Sales Evangelist, we talk to content marketing leader Pam Didner about the critical role content plays in sales and the importance of collaborative sales and marketing. Content plays a critical role in educating customers and prospects, making sales enablement a natural extension of content marketing. Pam is the author of Effective […] The post TSE 973: Achieve Sales Growth Through Collaborative Sales And Marketing appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

On today’s episode of The Sales Evangelist, we discuss the value of following every step in the sales process, and how you can prevent your sales team from skipping steps in the process. Sales processes aren’t intended to add burdens to your role as a sales leader, but should actually free you and your team […] The post TSE 972: How To Get Salespeople Not To Skip Steps In The Sales Process appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

On today’s episode of The Sales Evangelist, we talk with global sales team leader Michael Wills about how to develop a sales process that works. Many sellers have no real sense of direction, but they expect to be successful despite the lack of a plan. Defining a sales process A sales process provides a way […] The post TSE 971: How To Develop A Sales Process That Works appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

On today’s episode of The Sales Evangelist Hustler’s League, we’re talking about how you can exert influence into the buying process even when you are too late. TSE Hustler’s League is our online group coaching program that brings together sellers from all industries and all abilities to share ideas. Executives I’m reading a book called […] The post TSE 970: TSE Hustler’s League – “You Are Too Late” appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

On today’s episode of The Sales Evangelist, we talk to John Crowley, author of Knuckle Dragging Sales, about the difficulty of sales and a return to simple ideas about selling. John helps sales professionals build a personal brand so they can increase their visibility and their earnings. Knuckle dragging John said he has gotten a […] The post TSE 969: Sales From The Street: “Knuckle Dragging Sales” appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

On today’s episode of The Sales Evangelist, we talk to Kory Angeline about the right questions, and how you can help your customers feel comfortable without feeling pushed. No matter what industry you’re in, you’re probably going to find yourself selling. And truthfully, a lot of us aren’t good at it. Kory offers the idea […] The post TSE 968: How To Ask A Potential Customer The Right Questions That Make Them Feel Comfortable And Not Pushed appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

One of our listeners reached out to me the other day about Mark Zuckerberg’s recent quote: “Move fast and break things.” On today’s episode of The Sales Evangelist, we discuss the idea that if you’re not moving fast enough to break things, then you aren’t moving fast enough, and how that statement relates to sales. […] The post TSE 967: How Does The Statement “Unless You Are Breaking Stuff, You Are Not Moving Fast Enough” Apply To Sales? appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

In this episode of The Sales Evangelist, I had the pleasure of speaking once again with Jeffrey Gitomer, The King of Sales, about the Law of Harmonious Attraction. Jeffrey is an author, speaker, and business trainer who writes and lectures internationally on sales, customer loyalty and personal development. He also hosts the very popular Sell or […] The post TSE 966: The Law of Harmonious Attraction appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

On today’s episode of Sales From The Street, we talk to global entrepreneur Doyle Buehler about monetizing your brand. Doyle helps businesses organize their work and their strategies so they can do good work. Many sellers don’t actually own their own businesses but they operate a business within a business. They are intrapreneurs, and many […] The post TSE 964 : Sales From The Street: “Selling And Monetizing Your Brand” appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

In this episode of The Sales Evangelist, I talk to Phil Newton about how we can work smart and accomplish more by doing less. It all began with a “sob story of events” when Phil was diagnosed with Crohn’s Disease, an intestinal disorder with an array of symptoms that prevent him from doing business the […] The post TSE 963: How To Help Business Owners And High Performers Hone In On Their Zone Of Genius, Work Smart And Make More Money appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

The political and dating industries share a common goal: to narrow your choices down to the one candidate that makes the most sense for what you want. Particularly in the political arena, the ads target those people who would be most likely to support a particular cause or candidate. On today’s episode of The Sales […] The post TSE 962: What Salespeople Can Learn From The “Political and Dating” Industries appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Processes allow us to work a campaign from end to end. They help us know how to follow up and what to say and how to proceed rather than just shooting from the hip. On today’s episode of The Sales Evangelist, Forster Perelsztejn of prospect.io talks about the importance of a campaign for purposes of cold […] The post TSE 961: How Do I Create A Cold Email Outreach Process? appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Most startups never reach the $1 million mark. Roughly 95 percent of startups will never achieve that level of revenue. On today’s episode of The Sales Evangelist, we visit with Sangram Vajre, “The Accidental Evangelist,” about what he learned from building a company and how to achieve $1 million. Sangram founded a company called Terminus, […] The post TSE 960: TSE Hustler’s League – “$1 Million” appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

When I worked for a corporate organization, I had to call executives and convince them to consider our product. I had no direction for the conversation. Until I got sales training, I didn’t know what to stay to get them to the next step. That map is known as a buying process or a sales process, […] The post TSE 957: Sales Process 101 appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

On today’s episode of The Sales Evangelist, we’re talking to Ralph Welborn, CEO of CapImpact, about ways you can fire up your business ecosystem and grow explosively. Ralph is a co-author of the book Topple: The End of the Firm-Based Strategy and Rise of New Models for Explosive Growth. He refers to himself as a moth to a […] The post TSE 956: How to Fire Up Your Business Ecosystem and Grow Explosively appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

All of us confront fears that hold us back and prevent us from being really successful at sales. One of the biggest is the fear of rejection, and it’s one of the first lessons we’ll review in The Sales Evangelist Hustler’s League when we begin our new semester in January. On today’s episode, we’ll […] The post TSE 955: TSE Hustler’s League – “False Truth” appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

When you pursue prospects but don’t get responses, it can be intimidating. We don’t want to lose those prospects, but we don’t know why they aren’t responding. On today’s episode of Sales From The Street, we’re talking about loss aversion, and how it can be scary for sales reps to lose prospects, and also what […] The post TSE 954: Sales From The Street: “Scary Cat” appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Video is at the forefront of everyone’s mind, including those of us at the Sales Evangelist. We’re launching a YouTube channel called TSE TV and using Instagram as well. On today’s episode, we’ll talk with Deepak Shukla about the 2-minute video pitch that helps generate warm sales calls. Deepak is the founder of the SEO […] The post TSE 953: The 2-Minute Video Pitch That Helps Me Generate Very Warm Sales Call appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

On today’s episode of The Sales Evangelist, Erroin Martin shares what he has learned about artificial intelligence and how sales professionals can increase sales faster using AI. Martin is the vice president of sales at Conversica, with 20 years of experience in sales. Conversica does conversational artificial intelligence for B2B and B2C. Robots? Artificial intelligence […] The post TSE 951: How To Increase Sales Faster Using AI appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

There’s no need to reinvent the wheel. Instead, let’s make the wheel more effective. If something already works, try to improve it rather than starting from scratch. It’s so much more difficult to find new customers than it is to sell to people who are right there in front of you. On today’s episode of […] The post TSE 950: TSE Hustler’s League-“The Upsell” appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Everyone has the same amount of available time every day. When people lack the time to systemize their businesses or hire and train new people, it’s because they aren’t using their time in the right way. They aren’t prioritizing the things that are important. On today’s episode, serial entrepreneur Carissa Hill shares how to grow […] The post TSE 949: Sales From The Street – “You Do Have Time” appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

On today’s episode of The Sales Evangelist, we talk to Michael Koral about building an empire, and what small businesses need to know about building an empire through effective marketing. Michael is the co-founder of needls.com, a robo-agency that creates targets and optimizes Facebook and Instagram ads for small business owners and entrepreneurs. Small business owner […] The post TSE 948: What Small Businesses Need To Know About Building An Empire Through Effective Marketing appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Bringing a revolutionary new product to market can be difficult, especially if you don’t yet have a community of supporters. Apple did it in 2007 with the iPhone, solving a problem that people weren’t even aware that they had. How can you capture people’s attention if you don’t already have that community? Today on The […] The post TSE 947: How Do You Help Sell or Bring a Brand New Product to Market? appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

The buying process has changed, and by the time your prospect gets to you, he has already done a substantial amount of online research. A recent study showed that 68 percent of people in the B2B space believe online information is far more helpful to them than the information they get from salespeople. On today’s episode of […] The post TSE 946: Three Effective Ways To Create Loyalty appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

You cannot oversell to your prospects. We’ve been talking all month about closing, and about what you can do in your closing efforts to give your clients exactly what they want. On today’s episode of TSE Hustler’s League, we’ll discuss how to improve closings and how to avoid overselling. The TSE Hustler’s League is an online […] The post TSE 945: TSE Hustler’s League-“Overselling” appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Your prospects are inundated with cold communications every day. Your job is to make sure that your communications don’t wind up in someone’s spam folder. Personal communication is an important part of modern-day sales, and video cold outreach is an important tool. On today’s episode of Sales From The Street, John Simpson, Director of Business […] The post TSE 944: Sales From The Street: “Video Cold Outreach” appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Business owners often have to lead their sales teams despite the fact that they don’t always understand exactly how to do it. Often times, they’re simply ignorant about what to do. It’s absolutely true, though, that business owners who don’t like sales can improve sales performance. On today’s episode of The Sales Evangelist, we’re talking […] The post TSE 943: How Business Owners Who Don’t Like Sales Can Improve Sales Performance appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

When it comes to closing, you have to be confident. Closing is throughout the sales process and you have to build confidence in what you sell. The buyer must feel your confidence and believe that your product or service is capable of solving her problems and helping her business to succeed. On today’s episode of […] The post TSE 942: How Confident Are You With Closing? appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

The process of building value begins early in the buying journey. Sales professionals talk a lot about building value, but the truth is that value looks different to everyone. On today’s episode of The Sales Evangelist, we have a candid conversation about value — and why it’s important to build enough value — with Tyler […] The post TSE 941: Build Enough Value Before You Try To Close appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Most sales reps believe they are good closers, but the truth is that many struggle. It’s difficult to persuade someone to spend thousands of dollars, or even hundreds of thousands of dollars, on what you’re offering. Until you build value, you can’t sell. On today’s episode of The Hustler’s League, we’ll talk about why tricking […] The post TSE 940: TSE Hustler’s League-“We Can’t Sell It Right Now” appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

The traditional funnel works in a lot of industries for many sellers. It’s always true, though, that no single industry is exactly the same. In some cases, sellers have to find a different way to operate. Jereshia Hawk had to ditch the funnel. Today on Sales From The Street, Jereshia Hawk shares how she shifted her mindset […] The post TSE 939: Sales From The Street: “Ditch The Funnel” appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

The buying journey has changed, and sellers must change with it. Sellers must address the gap between how people buy and how people sell. We must uncover why it matters that today’s buying journey has changed. On today’s episode of The Sales Evangelist, we talk to Martyn Lewis, founder of Market Partners, about how today’s buying […] The post TSE 938: How Today’s Buying Journey Has Drastically Changed And Why It Matters To You! appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Sometimes as sales professionals, we unintentionally erode the trust we have with our clients. The way we pose a question or the way we treat our clients can prevent us from closing a deal. Sometimes the questions you ask are not building trust. On today’s episode of The Sales Evangelist, we continue our month-long […] The post TSE 937: The Questions You Ask Are NOT Building Trust appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

About 65 percent of the population learns visually. When you’re engaging with your prospect, are you simply explaining your goods and services or are you showing them your goods and services? Today we’ll discuss the power of using visuals to level up your sales game. On today’s episode of The Sales Evangelist, Payman Taei, founder […] The post TSE 936: Best Practices For Using Visuals To Level Up Your Sales Game appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

If you’ve been following the show for a while, you know that The Sales Evangelist Hustler’s League is an online group coaching program designed to help sales professionals of all levels. Today we’re discussing the occasional mindset that tells us that closing is too much. On today’s episode of TSE Hustler’s League, I’m going […] The post TSE 935: TSE Hustler’s League-“Closing Is Too Much” appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

People are often uncomfortable with the idea of prospecting. Many salespeople struggle with it because they relate it to cold calling, but it isn’t possible to transition to a referral business until you find prospects. On today’s episode of The Sales Evangelist, Richard Nongard talks about the role prospecting plays in transitioning to a referral […] The post TSE 934: Sales From The Street – “Referral Business” appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Most sales professionals understand the importance of closing. They also understand that the more prospects they interact with, the greater their odds of closing will be. But sometimes challenging situations arise, which leave us asking, “How do I close the deal?” On today’s episode of The Sales Evangelist, we’ll talk about closing more deals and increasing […] The post TSE 932: How Do I Close The Deal? appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

No one wants to discover at the end of a sales process that the prospect isn’t planning to buy. So how can you improve the odds that your prospect follows through? What closing strategies will improve your odds? On today’s episode of The Sales Evangelist, David Cook, author of How to Be a Great Salesperson… […] The post TSE 933: Closing Strategies That Can Be Used By People at Any Level In Any Industry appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

LinkedIn is a powerful tool for sales professionals, but you must have a strategy in order to use it well. If you have a plan, you can use LinkedIn for inbound and developing process. On today’s episode of The Sales Evangelist, Rebecca Brizi, strategic consultant to small businesses and solopreneurs, talks about using social media to […] The post TSE 931: How To Use LinkedIn for Inbound and Developing Process appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

It’s tempting to think that when a lead contacts us first, the transaction should be pretty simple. We’ll ask about the company; about the challenges the company is facing; we’ll try to determine how we can help. But what happens when the conversation goes nowhere? You must make sure you’re […] The post TSE 930: TSE Hustler’s League-“Storytelling Questions” appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

When you tell stories, you capture the attention of the buyer and you build relationships. You also stand out from the competition, who isn’t using stories to grab the buyer’s attention. The key to marketing is helping clients tell their story. On today’s episode of Sales From The Street, Arty Gold from Animus studios talks […] The post TSE 929: Sales From The Street: “How We Increase Sales By Helping Clients Tell THEIR Story” appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

The process of prospecting constantly changes. It has evolved over the last 5, 10, 15 years, and it continues to evolve today. Buyers are more educated than they used to be, so we’re entering a new era of effective prospecting. On today’s episode of The Sales Evangelist, we talk to Ryan O’Hara, VP of marketing […] The post TSE 928: The New Era of Effective Prospecting appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Sales can be a little bit like dating in high school. When relationships go south, it’s tempting to try to hang on. The other person won’t answer your phone calls. It’s like you never existed. The same thing sometimes happens with inbound leads, and in both cases, remember this: don’t be too desperate. On today’s […] The post TSE 927: Don’t Be Too Desperate appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Traditional marketing options will always exist for business owners and people in sales. Digital marketing, however, can be a more cost-effective way to grab people’s attention and guide them down a path to purchasing. On today’s episode of The Sales Evangelist, Jeet Banerjee discusses how lead generation through digital marketing can help you bring customers into your […] The post TSE 926: Lead Generation Through Digital Marketing appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

You’re more than likely listening to this episode because you want to improve as a seller or a marketer. You’re seeking education so you can get an edge on your competition. There’s a tool that many of us are failing to embrace, and it could begin a video revolution. On today’s episode of The Hustler’s […] The post TSE 925: TSE Hustler’s League-“Video Revolution” appeared first on The Sales Evangelist.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com