The Sales Evangelist

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

Sending emails is a prerequisite for sales professionals, but how do you generate emails that reach the right person at the right time in the right place? In this episode of The Sales Evangelist, Ryan O’Donnell will explain the psychology of emails and teach us how to create a more targeted approach to emails. We […] The post TSE 791: The Psychology Behind Sales Emails appeared first on The Sales Evangelist.

You aren’t the only one fighting for your prospect’s attention; she probably doesn’t even know that you exist yet. So how can you use a targeted approach and an outreach cadence to grab her attention? In today’s episode, we discuss the importance of using cadences and multiple platforms to create a targeted approach to grabbing […] The post TSE 790: TSE Hustler’s League-“Grab Their Attention” appeared first on The Sales Evangelist.

Sometimes, your customers shouldn’t buy from you. We don’t often think about that as sales professionals, but we should. Sometimes, their objections are correct. In today’s episode, we discuss why you should empathize with your customers and put yourself in their shoes. The more empathetic we are, the more likely we are to persuade them […] The post TSE 787: Why They Should NOT Buy appeared first on The Sales Evangelist.

Selling to a seller can be especially difficult. I know this because I once found myself working a deal with a client in which he was doing the sales take away. I was so desperate for the sale that I failed to create scarcity. On today’s episode of Sales From The Street, I’ll share with […] The post TSE 789: Sales From The Street-“He Was Doing The Take Away” appeared first on The Sales Evangelist.

As a sales professional, it’s important to be able to reach out to your audience. During this episode, Doug Sandler shares with us how engagement can build your business. Listen and learn how you can increase your audience engagement and build relationships as well. Here are the highlights of my conversation with Doug: DEFINITION OF […] The post TSE 786: 7 Ways Audience Engagement Can Grow Your Business appeared first on The Sales Evangelist.

If you’re going to invest time writing emails to potential clients, it’s important to know how to ask for something in an email. Better yet, it’s important to write emails that get responses and even clients. In today’s episode, we discuss the steps you can take to ensure that your emails are working for you. […] The post TSE 788: How to Ask For Something in an Email appeared first on The Sales Evangelist.

As you know, TSE Hustler’s League is an online group sales coaching program where we can share our best practices and learn from each other. During this episode, I discuss the importance of keeping track of your ratios to perform better as salespersons. ACTION-BASED OUTCOMES Have an initial contact in the form of a phone […] The post TSE 785: TSE Hustler’s League-“Track For Success” appeared first on The Sales Evangelist.

Do you give up easily on your prospects when you’re not able to get a hold of them? Do you walk away when someone says “No?” In today’s episode, I share about a principle that can help you make more effective decisions and get you to the next level in your selling career. “WHATEVER IT […] The post TSE 784: Sales From The Street-“Whatever It Takes” appeared first on The Sales Evangelist.

As a business owner, it’s crucial that you give value to your team and your prospects. During this episode, Amy Franko shares with us the importance of putting people first. Listen and learn how you can elevate your relationships with the people you work with as well. Here are the highlights of my conversation with […] The post TSE 783: Elevating Relationships For Sales Results appeared first on The Sales Evangelist.

Have you followed up plenty of times and not heard anything back? Did they go radio silent after you gave them the proposal? During this episode, I highlight the importance of continuing the conversation with your customers. Listen up and learn how you can effectively follow up as salespersons. PREPARATION IS KEY Don’t wing it. […] The post TSE 782: How Can I Follow Up After I Send The Proposal? appeared first on The Sales Evangelist.

Not getting replies from customers? Are you wondering why, after sending tons of emails, only a few are showing interest? In today’s episode, Nathan Kontny shares with us the challenges salespersons face when outreaching as well as some personalized outreach strategies for you to see great results. Here are the highlights of my conversation with […] The post TSE 781: How to Personalize Your Outreach in Bulk appeared first on The Sales Evangelist.

As you know, TSE Hustler’s League is where we can learn from each other, get accountability among ourselves and see the performance and improvement of each member. In today’s episode, I discuss the importance of knowing your ideal customer and how you can find them. DEFINING CHARACTERISTICS List 3 industries you can focus on […] The post TSE 780: TSE Hustler’s League – “Where to Find Your Ideal Customers” appeared first on The Sales Evangelist.

Not getting the results you’re looking for? Are your activities not getting a lot of turnout? In today’s episode, I share about how my involvement as a bishop in our congregation has taught me to personalize my message, my struggles, and how this non-traditional sales situation has helped me in my career as a sales […] The post TSE 779: Sales From The Street-“Personal Invite” appeared first on The Sales Evangelist.

As a sales professional, one of your biggest hurdles is how to be brave especially in the face of rejection. During this episode, Emily Ann Peterson shares with us how she tackled her obstacles as a musician and how she used her creativity as an instrument to build her business. Listen and learn how you […] The post TSE 778: Why and How You Need to Develop Bravery as a Seller appeared first on The Sales Evangelist.

Are you afraid of cold calling? Are you afraid of reaching out a new customer? Or are you scared to try out a new position in your organization? How about following up on a customer who hung up on you? Today, I talk about some fears that could be holding you back and how you […] The post TSE 777: Don’t Lets Your Fears Keep You Stuck appeared first on The Sales Evangelist.

We all need coaching. Sometimes we don’t do the things or put the processes in place to get the coaching that we need. In today’s episode, Shimon Lazaro shares with us the struggles top performers deal with and how to coach these strong personalities. Here are the highlights of my conversation with Shimon: THINGS TO KEEP […] The post TSE 776: What Should I Know When Coaching My Top Performers? appeared first on The Sales Evangelist.

If you and your team feel that you need to do better or increase your closing rate but don’t quite know how to do so, check out TSE Hustler’s League where we give you coaching to help you perform better as sales professionals. In today’s episode I discuss the importance of finding solutions and knowing your […] The post TSE 775-TSE Hustler’s League-“The Science Of Who To Sell To” appeared first on The Sales Evangelist.

As part of the Latter Day Saints, I have learned so much from my missionary service. In today’s episode, I’m sharing with the lessons I’ve learned from that experience that we can relevantly apply to sales to increase your productivity. Plan some time for things that don’t necessarily work out. If you don’t have something […] The post TSE 774: Sales From The Street-“I Felt Unproductive As Well” appeared first on The Sales Evangelist.

Today, I’m going to share thoughts and insights that you can help propel your sales to the right direction. We’re taking in questions from Facebook and share the answers here with you. What to Look for in Salespersons: Experience Good attitude Willing to learn continuously – Make sure their experience is not hindering them to […] The post TSE 773: TSE Weekly FB LIVE- Hiring, Prospecting and Gatekeepers appeared first on The Sales Evangelist.