The Sales Evangelist

Looking to grow your company in seven figures? Who doesn’t? And oftentimes, it all boils down to learning the basics and practicing them over time. Dustin Matthews is a speaker, an entrepreneur, and a phenomenal author. Today, he shares with us great insights into the strategies they did in helping grow a business to $14 […] The post TSE 671: Three Things We Did to Grow a Business to $14 Million and # 35 on the INC 500 List appeared first on The Sales Evangelist.

How do you increase urgency in your sales process without sounding too pushy? This and more in this episode of the TSE Hustler’s League. Today, I’m sharing with you how you can recognize the power of scarcity. Regardless of what you’re selling, there’s an opportunity to implement scarcity. Creating a Sense of Urgency The usual […] The post TSE 670: TSE Hustler’s League-“Creating Scarcity” appeared first on The Sales Evangelist.

Problem with increasing your rates? I’m putting myself on the hot seat today as I discuss with you one major sales challenge that I faced and how I overcame it – in fact, raising my price to 130%! It all comes down to perceived value and education. Pricing: A Major Challenge One of the major […] The post TSE 669: Sales From The Street-“Hustle Till It’s DONE” appeared first on The Sales Evangelist.

If you’re still not convinced of leveraging video in your business, then you’ve got to listen to this episode. Videos are an often under-utilized tool by many sales professionals, not realizing the impact it could have in gaining your customer’s trust. Remember, people do business with those they know, like, and trust. Our guest today […] The post TSE 668: How To Stop Being Afraid of the Camera and Kick Butt at Video Marketing appeared first on The Sales Evangelist.

Ever heard of the term Cognitive Dissonance? This is something I actually learned from Kurt Mortensen’s book, Maximum Influence, which I think is highly valuable and applicable to sales, specifically when we talk about asking for sales commitments. That’s why I’m sharing it with you. What is Cognitive Dissonance? This is a psychological discomfort that […] The post TSE 667: Don’t Be So Pushy…Okay? appeared first on The Sales Evangelist.

As sellers, one of our greatest fears is picking up that darn phone. We don’t have the confidence to speak to our prospects because we either don’t know what to say to them or we’re scared of rejection. But in exchange of that fear, you’re missing out on leads. You can’t just let that happen […] The post TSE 666: How To Gain Confidence To Pick Up The Phone as a Small Business Owner appeared first on The Sales Evangelist.

Today’s episode is taken from one of our sessions over at the TSE Hustler’s League, If you haven’t yet check out our two-tracked training happening this October where we will focus on building value and business development. Asking Questions Stop winging it! Ask meaningful questions. A study that was done on the Journal for Applied […] The post TSE 665: TSE Hustler’s League-“The Art of Asking Questions” appeared first on The Sales Evangelist.

Are you struggling with having business conversation with your clients? Let me help you deal with this today as I share with you what I did to overcome this. A Personal Struggle At some point, I was having trouble having business conversations with my clients. I would give them information and do a demo. Then […] The post TSE 664: Sales From The Street-“Great Questions Are The Key” appeared first on The Sales Evangelist.

Feeling down lately? Been getting rejection after rejection? Are you on the verge of giving up? Don’t give up just yet otherwise you could be missing out on greater opportunities to come. Persistence is key. Today’s guest is Dr. Clarence Lee, Jr. He is the author of Persist: How to Beat the Things that Make […] The post TSE 663: Persist: How To Beat The Things That Make Us Quit appeared first on The Sales Evangelist.

Building value with a prospect is a common challenge among many salespeople. And at the core of this is showing respect to your customers. This week, I got the chance to speak at the Eastern Minority Supplier Development Council where I spoke about sales, specifically about how we can build value in every single conversation […] The post TSE 662: Don’t Insult Your Prospects appeared first on The Sales Evangelist.

How can you stay motivated even when things are not going so well? Today’s guest is Brian Biro, America’s Breakthrough Coach, and he shares with us why people actually are not overachievers and how you can stay motivated to keep you on top of your sales game. Brian has been speaking for over 20 years. He […] The post TSE 661: How To Stay Motivated…Even When Things Are Going Bad appeared first on The Sales Evangelist.

This is episode is part two of the discussion we had last week on Episode 655 where we talked about how you can create an experience for your customers, specifically around the idea of asking powerful questions. Last week, I discussed how to do the start stop question. This week, I’m going to teach you […] The post TSE 660: TSE Hustler’s League-“The Reverse” appeared first on The Sales Evangelist.

Finding leads is one of the biggest hurdles many sellers go through. Trying to do outbound sales is so time-consuming! But what if you had a software that can help you with prospecting? What if you had a tool can free your hours from doing cold-calling or scraping profiles on LinkedIn? And I’ve found that in […] The post TSE 659: Sales From The Street-“Finding New Leads Made Easy” appeared first on The Sales Evangelist.

It’s not easy to sell… but having a process to follow will help streamline things for you. Today, we talk about the idea of an assembly line for your sales process. Donald is a New York tax attorney turned entrepreneur. He sold his first company which he created with his mom and did it out […] The post TSE 658: Step-by-Step Instructions on Implementing a Sales Assembly Line appeared first on The Sales Evangelist.

It’s hurricane season at this time of year and we are definitely not out of the woods yet. It’s something that happens from June to November. And currently we are at the height of the hurricane season. Hurricane Harvey has recently hit Texas and following that, Hurricane Irma came to hit the whole of Florida. […] The post TSE 657: What Hurricane Irma Taught When It Comes to Sales appeared first on The Sales Evangelist.

Sales process – this is something that new and struggling sellers have. Today’s guest is Meir Ezra and he shares with us why you too need to have an effective sales process in place and how to actually do that. Meir runs different businesses around the globe. Back in Israel, he has taught companies how to […] The post TSE 656: You Need a Better Sales Process! appeared first on The Sales Evangelist.

Today’s snippet taken from one of our sessions over at the TSE Hustler’s League is all about creating an experience early in the sales process for your customers. Asking Hard Questions You have to be willing to ask hard questions. These may not be the easiest questions to ask but once you do, they’d give […] The post TSE 655: TSE Hustler’s League-“Create & Experience” appeared first on The Sales Evangelist.

It’s a common prospecting scenario where you pick up the phone and then a live person answers on the other end of the line. Now you find yourself stuttering, not knowing how to start the conversation or what to say. Now, what? Cat got your tongue? Or you may probably ramble through the conversation that it […] The post TSE 654: Sales From The Street-“The First Few Seconds Suck” appeared first on The Sales Evangelist.

Many sellers are scared of getting objections. Worse, they don’t do something to overcome them. They think that getting through one sales call after another can make you get better at it. Well, you won’t! Today, Jim Brown is going to teach you how you can overcome objections for you to be able to handle […] The post TSE 653: Mastering The Art of Negotiation and Overcoming Objections appeared first on The Sales Evangelist.

Are you relying solely on your demo thinking that is what’s going to close the deal? Well, you better stop it as early as now because it won’t get you anywhere. See, it’s not how many demos you get to present. It’s not a numbers game in this case. It’s about quality. When I was […] The post TSE 652: Stop Using The Demo as a Crutch (DaaC) appeared first on The Sales Evangelist.

There’s nothing wrong with traditional training models, but with a few tweaks, you can even go further! Cynthia Barnes shares her insights into the current sales training system and why you need to transform the way we do sales training, women in particular. Cynthia is a keynote speaker and sales trainer, showing women sales professionals […] The post TSE 651: It’s Time to Transform Our Sales Training appeared first on The Sales Evangelist.

Closing is one of the most important aspects of a sales process. But it has to be a natural progression in converting prospects into buyers. Today’s snippet taken from one of our sessions over at the TSE Hustler’s League is about a concept I highly recommend which is about early stage deal closing. It doesn’t […] The post TSE 650: TSE Hustler’s League-“Early Stage Deal Closing” appeared first on The Sales Evangelist.

Still struggling with how you can get your customers to respond to your email? Are you the business card hoarder at events? You’re probably getting as many cards as you can. And these could be leads you’ve collected for over a year from those events and you’re just letting them sit there on your desk […] The post TSE 649: Sales From The Street-“The Cadence Is Working” appeared first on The Sales Evangelist.

Are you looking for potential investors? Well first, you’ve got to make sure that you know what you’re doing. Make sure you’re doing the right thing, you have the right process, and you’re using the right vocabulary. Your goal is to turn skepticism into confidence. How do you do that? Listen in! Today’s guest is […] The post TSE 648: How Greg Centineo Raised $122M With 100% Referrals During The Great Recession! appeared first on The Sales Evangelist.

No matter how great your product is but if you are not treating your customers the way they want to be treated, you could be losing more money than you actually realize. I’d like to share with you a bad experience I recently had and hopefully you get insights into what you should do and […] The post TSE 647: Selling Is Service & Service Is Selling appeared first on The Sales Evangelist.

Do you find yourself all over the place? You could be putting your efforts into selling to so many customers right now when all you should be focusing on are zebras. In this episode, find out who are the zebras, why the zebras, and how you can be effective in sales through this approach. Jeff […] The post TSE 646: Sell To Zebras, Close More Deals! appeared first on The Sales Evangelist.

Are you just going to be like just everybody else trying to fight based on price? Today’s snippet is from one of our past sessions over at the TSE Hustler’s League where I talked about the unique differentiating factor you can bring to the table. So you can stand out from what others are doing. […] The post TSE 645: TSE Hustler’s League-“What Makes You Different” appeared first on The Sales Evangelist.

Today’s episode is about getting social… the right way. Our guest today is Michael Manzur. He has some great insights into utilizing social media for selling. It’s about taking advantage of things that will help us work smarter, not harder. These are things that have worked for them, that might already be working for you […] The post TSE 644: Sales From The Street-“Get Social” appeared first on The Sales Evangelist.

Having a great sales compensation plan in place helps our team to perform better. Unfortunately, many businesses oftentimes overlook this aspect. If you’re in a sales leadership role or vying for one, this is a must-listen episode. Today’s guest is Rowan Tonkin. He is the Head of Sales and Marketing Solutions at Anaplan. He’s giving […] The post TSE 643: How To Make Your Sales Compensation Plans Attractive & Fair! appeared first on The Sales Evangelist.

Still struggling with how you can get your prospects to respond to your emails? If you really, truly want to grab their attention then you have to make sure you’ve crafted your email to perfection. Know what ticks them off and what prompts them to reply. In this episode, I’m going to share with you […] The post TSE 642: This Is How You Get People to Respond to Your Emails appeared first on The Sales Evangelist.

Steve de Mamiel is a marketing and sales expert. He is a big proponent of utilizing technology to help your business to grow. Today, let’s talk about how AI systems can actually accurately determine online behaviors to find potential buyers. It takes the work out of it for us. We’re also going to touch on […] The post TSE 641: How AI Systems Can Accurately Help You Find New Leads appeared first on The Sales Evangelist.

What makes you stand out against everyone else? Today’s snippet taken from our previous episodes at the TSE Hustler’s League is about how you can have that differentiating factor. Think about what you have to offer. In the last situation where you lost the deal, were you pushing the product or were you pushing a […] The post TSE 640: TSE Hustler’s League-“Unique Factor” appeared first on The Sales Evangelist.

To succeed in sales, one must know how to listen. I mean to really listen what your client is telling you. And along with that comes asking the right questions, using the right tools, and having the right process in place. Today’s guest is Shauna McGee Kinney and she shares with us how she took […] The post TSE 639: Sales From The Street-“I REALLY Started Listening” appeared first on The Sales Evangelist.

Stuck in the idea of having to come up with original ideas? Do you feel like you have to recreate the wheel every single time? Sometimes you just have to copy different ideas from great people and rearrange them to make it your own. This is how you can move that needle from being a […] The post TSE 638: Why Great Salespeople And Entrepreneurs Steal Before They Can Create Success appeared first on The Sales Evangelist.

I got to work in the business board of this organization where they have these local folks in the community. We come together and help the business department bouncing ideas off each other. And one of the speakers they had spoke about this concept of taking bigger risks to get bigger rewards. Big man Grant […] The post TSE 637: The Bigger The Risk, The Bigger The Reward appeared first on The Sales Evangelist.

Previously, I’ve talked about how podcast guesting could actually help you in your sales process. But you might have brushed this idea aside so it bears repeating. Who knows? It could be where magic can happen. So today I’m bringing in Nicole Holland and she’s giving us great insights into getting leads and business development […] The post TSE 636: A Powerful Lead Generation Strategy Your Company Hasn’t Considered Yet appeared first on The Sales Evangelist.

Today’s episode on the TSE Hustler’s League touches on the topic of credibility. We could be too focused on other areas of selling that we tend to leave out the credibility part which is just as equally important. So I want to share with you some insights into how you can build that credibility. […] The post TSE 635: TSE Hustler’s League-“How Credible Are You?” appeared first on The Sales Evangelist.

First off, the TSE Hustler’s League is coming on September 28. We will be having two groups. One is focused more on the business growth success plans and the other group is focused on building value and how you can take that to the next level. Back to our episode today, I’m sharing my […] The post TSE 634: Sales From The Street-“The Agreement Was 130% More” appeared first on The Sales Evangelist.

Are you stuck in a scarcity mindset? As sellers, we strive to find ways to generate more income for us. But did you know how you think about time and money correlates about what you value most in life? Today’s guest, Dr. Sharon Spano, explains to us why that is and how this is going […] The post TSE 633: Start Making More Money By Adopting This Simple Mindset appeared first on The Sales Evangelist.

Still focused on trying to get a sale? Perhaps it’s about time to change that mindset and instead direct your attention to solving your customer’s problems. Today’s episode will help you do that. As Jeffrey Gitomer says, “People love to buy, but they hate to be sold.” I know we’ve been put into so many […] The post TSE 632: Stop Selling and Start Finding Problems appeared first on The Sales Evangelist.

So you’ve gone through your customer discovery phase, now what? Today’s guest is William “Skip” Miller. Skip was previously here on the show back in Episode 639. If you haven’t yet, listen to it as he talked about effective discovery. Today’s episode is Phase II where he talks about value below and above the line, […] The post TSE 631: How To Engage Executives In Meaningful Conversations That Will Close The Deal appeared first on The Sales Evangelist.

Building rapport is critical in sales. We all know that, I’d assume. It even sounds basic, right? However, not all of us necessarily do what we already know. And you may have probably done some of this stuff but don’t just realize you’re doing it so you have to be intentional as well. Therefore, it’s […] The post TSE 630: TSE Hustler’s League-“Be One With Your Prospects” appeared first on The Sales Evangelist.

Rejection is part of sales. And if you don’t know how to handle it then probably this isn’t the career for you. But sales can be learned and it can be learned by anyone. It’s a matter of finding that process to help you get over rejection and ultimately gain confidence. Today’s guest is Omar […] The post TSE 629: Sales From The Street-“The Old Way Is Not Working” appeared first on The Sales Evangelist.

Let’s talk Marketing version 2.0! Today’s guest is Scott Dubois and he shares specifically about how you can utilize personalized media in sales to grab the attention of your prospects. Especially if you’re doing account based marketing, listen to this episode and learn things you probably have never thought of before. Scott is the Co-Founder […] The post TSE 628: How To Use Personalized Media To Earn More Appointments appeared first on The Sales Evangelist.

You’ve probably met somebody in one way or another where they do something for you but you just know there are strings attached to that. They expect something from you in return. Sure, they talk about reciprocity but what does it really mean? Reciprocity happens when you do it without any intention of getting something […] The post TSE 627: No Strings Attached! appeared first on The Sales Evangelist.

Message is something often overlooked by salespeople especially those just winging it. They are too focused on finding leads but once they get to speak with someone on the phone, the freeze out. Sometimes too, we’re sending the message to the wrong people reason why our deals are not progressing. Today’s guest is Barbara Giamanco, […] The post TSE 626: Your Sales Message Matters. What Does Yours Say About You? appeared first on The Sales Evangelist.

So you think your message is good, huh? But is that what your customers want? Do you speak to their challenges? Are you able to solve their problems? Well, it better be more of a solution-provider rather than a product pitch. Today, I’m sharing with you yet another snippet of one of our past training […] The post TSE 625: TSE Hustler’s League-“The Golden Message” appeared first on The Sales Evangelist.

Too scared to follow up? In today’s episode on Sales from the Street, fellow Floridian Jeff Lee II shares with us how he overcame his biggest challenge of following up. Jeff and I initially connected on LinkedIn. He is currently the Teams Sales Director at a startup called Cybrary, an open-source cyber security and IT training […] The post TSE 624: Sales From The Street-“I Didn’t Like Following Up” appeared first on The Sales Evangelist.

We all hear about making yourself different to stand out from your competitors, but how do you really differentiate yourself without having to color your hair purple? Our guest today is Jeffrey Shaw and he’s going to talk about how you can make yourself more marketable by discovering what makes you different. A former photographer, […] The post TSE 623: Discovering What Makes You Different Which Makes You Marketable appeared first on The Sales Evangelist.

As a salesperson or an entrepreneur, you have to be consistent if you want to see significant results. Today, I’m sharing with you some insights into how you can become more consistent in your efforts to finally achieve your goals, make sure each call counts, and get the close that you want. Practice is […] The post TSE 622: Number One Sales Tip To Performing Your Best On Every Sales Call appeared first on The Sales Evangelist.