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.

Looking for an exciting, highly effective tool you can use for your next sales conversation? Then you surely need to listen to this episode. Marc Levine is the Founder of Improv My Sales, a training and coaching company focused on salespeople where he works with individuals and companies to help them utilize the power of […] The post TSE 621: How to Empower Customers to Make Faster Decisions Through Improv Comedy appeared first on The Sales Evangelist.

As what others would say, me included, “The riches are in the niches!” Today’s snippet from one of our sessions over at the TSE Hustler’s League is about how you can create a proper buyer persona, things you should look for, questions you should be asking yourself, and things you need to keep track of to […] The post TSE 620: TSE Hustler’s League: “Creating A Proper Buyer Persona” appeared first on The Sales Evangelist.

Scared of putting your price on your website? Some entrepreneurs I know are afraid of putting their coaching prices on their website. I had a fair share of that fear too because I thought I was going to push people away or they won’t want to talk to me anymore. Your time is valuable. As […] The post TSE 619: Sales From The Street-“Should I Share My Price?” appeared first on The Sales Evangelist.

It wasn’t a smooth path for Melissa Krivachek. Seven years back, she was broke and homeless. And she knew something had to change. Fast-forward to now, she has been nominated for Forbes 30 Under 30, on the cover of Evolution Magazine as a Top 40 Player Under 40, and she was awarded the 1% of […] The post TSE 618: Making Millions In Your Living Room appeared first on The Sales Evangelist.

Whether you’re selling life insurance or a car or plumbing service, you’re in an area where there’s a lot of competition and you’re trying to standout. But how can you best stand out within the industry you’re in? Creativity is key. In one of the early episodes of How I Built This Podcast by NPR, […] The post TSE 617: There’re Too MANY of Us Here! appeared first on The Sales Evangelist.

Sometimes we think we know what our customers think, feel, or want that sometimes when things don’t go down our way, we end up forcing ourselves on them. Remember, people love to buy, not to be sold. Today’s guest is Kathy Chiang and she shares with us some insights into understanding the voice of customers […] The post TSE 616: Understanding the Voice of the Customer In Your Data appeared first on The Sales Evangelist.

The way most businesses are set up is that the company or seller pushes something on the buyer. And that’s not cool. Totally not cool! By doing this, your prospects will feel they’re being tricked into something. You don’t want people to feel like that. You have to build trust with your prospects. Today’s snippet […] The post TSE 615: TSE Hustler’s League -“Sell The Way Your Prospects Buy” appeared first on The Sales Evangelist.

As an entrepreneur and seller, prospecting is one of the fundamental things you need to master. Today, I’m sharing some effective ways I’ve seen to get to that decision maker. This is something you’re going to have to do as a seller. These are strategies I’ve seen that work and that you can tweak and […] The post TSE 614: Sales From The Street -“Reaching VITO” appeared first on The Sales Evangelist.

Today’s guest is Joe Carlen, Co-Founder of Value Guards, LLC and practitioner of business valuations, patent valuations, and marketing assessments. He is consulting for hundreds of entrepreneurs and companies over the past 15 years including Westinghouse and Unicom Technology. Joe is also the author of the book A Brief History of Entrepreneurship and today he […] The post TSE 613: Five Mistakes Entrepreneurs Have Made Since the Beginning of Time appeared first on The Sales Evangelist.

Coaching problems? Basically, it all comes down to the situation the seller is in at a particular time. They may be having a tough time with cold calling or closing the deal. In each of those situations, tailor your sales coaching towards the benefit of the individual. Account Executives versus SDR’s First, it’s important to differentiate […] The post TSE 612: Four Fundamental Areas You Should Start Coaching Reps In appeared first on The Sales Evangelist.

Mind the gap! I’m not talking about London tubes here but today’s guest, Tibor Shanto, is going to teach us this concept of how you can help your buyers understand where they are and where they want to go as well as how you can fill that gap with your product or service. Tibor Shanto […] The post TSE 611: What Is The “GAP” & How Can I Find It In My Prospects Business? appeared first on The Sales Evangelist.

Oftentimes, many sellers overlook the importance of pre-call planning and you can’t just wing this part of the process. Today, we’re pulling another snippet from one of our sessions over at the TSE Hustler’s League. Last week, we spoke about issues causing bad close rates. Today, we dig into the fundamental topic of pre-call planning. […] The post TSE 610: TSE Hustler’s League-“Pre-Call Planning” appeared first on The Sales Evangelist.

What if your warm leads are not warm enough? Just because your leads are smiling back at you doesn’t mean you had them at first glance. You’ve got to make sure you’re able to nurture your leads in every step of the buying process. This is where I bring on a sales professional or an […] The post TSE 609: Sales From The Street-“Cold Warm Leads” appeared first on The Sales Evangelist.

As we’re celebrating Independence Day, it’s just right to discuss how you can gain financial freedom by solving the blocks that shift our thinking from entry-level job status to understanding opportunities that breed financial success. A ton of great stuff today and you definitely don’t want to miss this! Today’s guest is Nick Ruiz. He […] The post TSE 608: Declaring Freedom From Mediocrity & Forging A Successful Mindset appeared first on The Sales Evangelist.

Not having any luck with your hiring process? Today, I’m sharing my thoughts and insights into some hiring strategies that may help your business big time as well as what you can do as a sales rep to successfully get through the hiring process. To Hire or Not to Hire Many entrepreneurs tend to scale […] The post TSE 607: How Humble Should I Be At My New Sales Job? appeared first on The Sales Evangelist.

Still playing it safe? Afraid to take that leap? Our guest today is Felena Hanson and she shares with us how she got inspired to start her business and she teaches us how you can essentially shift that mindset from playing it safe to taking the leap. Felena Hanson is an entrepreneur, a marketing maven, […] The post TSE 606: How To Shift Your Mindset From Playing It Safe To Taking The Leap appeared first on The Sales Evangelist.

Today’s episode, we’ll give you a sweet taste of the first session of the TSE Hustler’s League this semester. If you still want to join, go ahead and apply. This is a group coaching experience where we also bring on some expert guests and members share insights and bounce ideas off each other. Top 3 […] The post TSE 605: TSE Hustler’s League-“Three Reasons Why Your Deals Are Not Closing” appeared first on The Sales Evangelist.

Are you making sure you’re casting your net to your target? Otherwise, you may just be wasting your time doing all things that you could have delegated to others. Today’s guest is Jason Avery. He has been part of the contracting world and he has helped many contractors to become effective in their business amidst […] The post 604: Sales From The Street-“Time Is Money” appeared first on The Sales Evangelist.

Part of sales is knowing how to read your customers well and understanding what they’re thinking so you would know how to handle the situation and in order for the sales to progress. Today’s guest is Jonathan Furman who has extensive experience in the sales industry. He is the founder and CEO of Furman Transformation, […] The post TSE 603: How Can I Better READ My Customers? appeared first on The Sales Evangelist.

Do you think sales is purely a numbers game? You’ve probably heard of sales teams or have been part of a sales team where they relate sales purely to the activities you do. But does the x number of activities automatically equate with sales? Personally, I disagree that it’s purely just a numbers game. I […] The post TSE 602: Is Sales A Numbers Game? appeared first on The Sales Evangelist.

Still struggling with hitting your goals? Sure, you may have devised a great plan but you may be lacking in effective and efficient execution. Hmmm…I smell commitment issues. Our guest today, Thor Conklin, is going to share with us powerful insights into how you can concretely start accomplishing your goals… for real. Thor has been […] The post TSE 601: Effective & Efficient Execution of Goals and Outcomes appeared first on The Sales Evangelist.

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

Need help with your cold emails? Today, I’m going to talk about some of the things I’ve seen that can help you to be effective with cold emails. Less than 10% of targeted emails are opened so if you’re sending 100 emails, less than 10 of them are going to get open. Executives get many […] The post 599: Sales From The Street-“Cold Emails & Curiosity” appeared first on The Sales Evangelist.

Today’s guest is a true hustler Sten Morgan who went from having $40 in his account to making a six-figure salary through hustle and hard work. As a result, he created a success story in order to forge a path for other sellers. He has also written a book, 7 Mindsets of Success which will […] The post TSE 598: The Seven Mindsets of Success! appeared first on The Sales Evangelist.

Yesterday, I posted a quote on our Facebook group, The Sales Evangelizers, that says “It’s better to be told no than to not ask at all.” So today, I want to tackle a common problem for many sellers who find it hard to ask so they end up not asking even if they knew that […] The post TSE 597: Don’t Talk Yourself Out of It appeared first on The Sales Evangelist.

Do you have millennials in your sales team? How about Baby Boomers or the GenX people? Many sales organizations consist of multiple generations in their team and even within the buyer-seller process. Sadly, conflicts can arise from this eventually affecting your close rates at the end of the day. Today’s guest is David Szen and […] The post TSE 596: The Multigenerational Sales Team appeared first on The Sales Evangelist.

Today’s snippet of the TSE Hustler’s League is taken from our very first semester where we talk about prospecting, social media, and how you can increase your opportunities. Please be reminded that our new 12-week semester is coming up super soon where we will focus on increasing your win rate and selling the way your […] The post TSE 595: TSE Hustler’s League – “Plan Prospecting” appeared first on The Sales Evangelist.

Today, Grant Wise shares with us some wise insights into how you can improve your real estate skills. Wait up! Before you even say real estate is not your stuff, the principles you will learn today are definitely applicable to your industry. Regardless of what industry you’re in, sales principles are pretty much the same […] The post TSE 594: Sales From The Street- “Conventional Methods Don’t Work” appeared first on The Sales Evangelist.

Sometimes we don’t like to hear the word “no” and this episode is going to change the way you look at it. Oftentimes, it takes multiple approaches before your prospects finally say yes. and that’s what our guest today, Andrea Waltz, is going to teach us. Andrea is the co-author of the book Go For […] The post TSE 593: Just Go For No! appeared first on The Sales Evangelist.

Life is a big ole sales process. No matter what stage of life we’re at, being a student or a kid, we all have to persuade individuals and do some kind of persuasion in our life. Today, we talk about the power of persuasion and how you can increase that factor and become more effective […] The post TSE 592: Is Rapport Building a Waste of Time? appeared first on The Sales Evangelist.