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.

We’re basically in the middle of the year, how’re your sales going? Are you slowly finding yourself in a rut? Especially, if you’re not where you want to be at this point, this episode is going to help lift your spirit up. Allen Brouwer is going to talk to us about motivation and setting goals. […] The post TSE 591: Getting Your Motivational Level Up appeared first on The Sales Evangelist.

Today I’m going through some questions concerning the TSE Hustler’s League that came in and I’m going to answer them here. Why did I create TSE Hustler’s League? I was working in a company that did not have any type of support. We didn’t have any training. Imagine the frustration of trying to make money […] The post TSE 590: TSE Hustler’s League-“Tell Me More About The Group” appeared first on The Sales Evangelist.

Have you ever experiencing talking within someone and 5-10 minutes down the conversation, you actually don’t remember their name? Imagine this scenario with your client, asking what’s their name at the end of the presentation. How would this make them feel? Today, I’m going to share some strategies to make that personal connection to make […] The post TSE 589: Sales From The Street-“Remember Their Name” appeared first on The Sales Evangelist.

Just because you can’t afford to go to conferences to network with people and generate leads doesn’t mean it’s the end of the world. Did you know you can be leaving money on the table by not guest posting for backlinks? This is a perfect example of what I always preach – Do the opposite […] The post TSE 588: Stop Leaving Money On The Table With Guest Post Backlinks appeared first on The Sales Evangelist.

One of the things I commonly come across with many salespeople and entrepreneurs is that they want the sale without necessarily doing the work. Many entrepreneurs have the ability to produce a product or service they can deliver but the challenge is getting customers to say yes or getting people to buy from them. One […] The post TSE 587: How Many Customers Do You Have? appeared first on The Sales Evangelist.

Onboarding new hires is a crucial process every company should have, big or small. But this is something a lot of salespeople struggle with, worse, several companies don’t have an onboarding process at all. Today’s guest is Jim Ninivaggi and he shares with us the importance of having an onboarding structure to ensure that your […] The post TSE 586: Structuring Sales Onboarding To Get New Sellers Ramped Up Faster appeared first on The Sales Evangelist.

Today’s episode is a throwback session of the TSE Hustler’s League that I did with Jimmy Burgess where we discussed different attitudes and things to help you generate a tsunami of leads. Jimmy is a real estate expert, a speaker, an author, and a coach. One of the principles Jimmy talked about is humility and […] The post TSE 585: TSE Hustler’s League-“Humility” appeared first on The Sales Evangelist.

Saul Marquez used to sell toilet paper and today he shares a very inspiring story about how he went from doing that to making six figures in the medical sales industry and hopefully, you can glean some insights from it so you too can break into your dream career. Here are the highlights of my […] The post TSE 584:Sales From The Street-“6 Figure Medical Sales” appeared first on The Sales Evangelist.

Today’s episode is jam packed with great insights into two of the essential aspects of sales: Prospecting and standing out. Today’s guest is John Brubaker, a nationally renowned Performance Consultant, speaker, and award-winning author. He has written six books on leadership performance including his latest book, Stadium Status. John shares his secrets to keeping a […] The post TSE 583: Stop Leaving Money on the Table appeared first on The Sales Evangelist.

Does ethical bribe still work? How does the concept of reciprocity help you in generating more sales? Believe it or not, there are some social triggers that actually cause people to buy from you whether they like you or not. And that’s part of human nature. All this and more in our episode today. The […] The post TSE 582: Reciprocity Still Works… Even at 7/11 appeared first on The Sales Evangelist.

Recently, I asked on Facebook about podcasts and a friend recommended NPR podcast, How I Built This. My guest today, Joshua Esnard was featured in one of their episodes where he talked about how he built his company, The Cut Buddy. I was very impressed by him that I just knew I had to have […] The post TSE 581: Take Action on Your Dreams! appeared first on The Sales Evangelist.

Today’s episode is another snippet pulled out from one of our training sessions over at the TSE Hustler’s League where we focused on speaking the language of executives. This is actually part 2 of this two-part series. If you haven’t yet, check out part 1 of this episode back in TSE 575. Our upcoming semester […] The post TSE 580: TSE Hustler’s League-“Executive Language Part 2” appeared first on The Sales Evangelist.

As salespeople, we tend to not do the things that we know we need to do and networking is one of them. Unfortunately, many people are scared of doing it because they do it the wrong way or they just don’t know how to do it. Networking is a tool for you not to sell, […] The post TSE 579: Sales From The Street -“I Discovered Networking” appeared first on The Sales Evangelist.

Coaching is an important piece in sales but you have to make sure you’re equipped with sufficient data so you can better analyze and coach effectively. Today’s guest is Richard Smith and he shares with us how you can use technology to better coach people. Richard has been in sales for almost ten years selling […] The post TSE 578: How to Use Technology to Better Coach Salespeople appeared first on The Sales Evangelist.

Today’s episode is about scarcity, why it’s important, and how it can actually help you even when you’re selling. One of the members in our Facebook group, The Sales Evangelizers, actually posted this question concerning scarcity so I want to specifically touch on this today. Not only in the real estate world, there are so […] The post TSE 577: How to Incorporate Scarcity When Selling appeared first on The Sales Evangelist.

Are you using Instagram for your business? If not, then this episode might inspire you to get also get started with it. Instagram is a social media platform that is growing in popularity. People love sending pictures and they love to connect. Maybe your business can also benefit from it. If not, then so be […] The post TSE 576: How I Grew My Company Using Instagram and My Smartphone appeared first on The Sales Evangelist.

Today, we’re pulling out another snippet from one of our sessions over at the TSE Hustler’s League. It’s a great community of members, new to sales and experts alike, and we all come together because they all want to sharpen their skills, increase their opportunity rates, and to close more deals. This week’s topic is […] The post TSE 575: TSE Hustler’s League-“Executive Language Part 1” appeared first on The Sales Evangelist.

Today, we’re having a lawyer on the show. Lawyers in sales? Yep! Lawyers know a lot about sales too. Today’s guest is Shawn Yesner. He is a lawyer in the Tampa Bay area where he focuses mostly on consumer issues and helping people who find themselves in financial distress and difficulties. He also has to […] The post TSE 574: Sales From The Street-“Meet New People” appeared first on The Sales Evangelist.

Getting a sales team from the ground to the top takes a little bit of work. Today’s guest is sales architect, Nigel Green, and he shares his insights into what you can do to scale your sales team to the next level. Nigel worked his way up the sales ladder until he became a leader […] The post TSE 573: How To Quickly Scale Your Sales Team appeared first on The Sales Evangelist.

How do you get the quickest sales result? You can’t expect sales to keep coming when you’re not even doing anything. You can’t expect the same either if you thought sending one email was enough to draw them in. You’ve got to push harder than that! Make it personal. Emails are great but, especially if […] The post TSE 572: Quickest Way To Get Sales Results appeared first on The Sales Evangelist.

How do you actually sell high-ticket items when you know you won’t be able to buy them yourself because they’re too expensive? Hmmm… Today’s guest is Stephanie Chung, a business coach, and an entrepreneur, and she is going to teach you how to get past the challenges of high-ticket selling, specifically overcoming that mindset you’ve […] The post TSE 571: Developing The Skills of High Ticket Selling appeared first on The Sales Evangelist.

Here’s another snippet from one of our training sessions over at the TSE Hustler’s League. This is actually part two of last week’s episode where we talked about demonstrating ROI’s. Today, we’re going to show you how you can apply this to your own sales process. Strategies for Demonstrating ROI’s The purpose of the initial […] The post TSE 570: TSE Hustler’s League-“Comparing Apples to Apples” appeared first on The Sales Evangelist.

Who doesn’t want to get more leads? But of course, you want to have quality leads and you want to make sure you’re being strategic about it. You can’t just wing it! Especially if you’re a small business that doesn’t have a robust marketing department, you have to find unique ways and this could be […] The post TSE 569: Sales From The Street-“Content Marketing and Lead Gen” appeared first on The Sales Evangelist.

You may have been an A-player salesperson or you still are, but that doesn’t necessarily make you an A-player sales manager. Recognizing the difference is one problem. Mastering the skill sets of sales management is another. Our guest today is Kevin F. Davis, author of the book The Sales Manager’s Guide to Greatness: Ten Essential […] The post TSE 568: The Sales Manager’s Guide To Greatness! appeared first on The Sales Evangelist.

Lead generation is one of the major challenges we have as sellers and you can actually improve the way you generate leads through thinking smarter, not working harder. With the launch of our new website, we will be implementing a technology that will help us communicate better with you and also find a way for […] The post TSE 567: Using Bots and Messenger To Qualify More Leads appeared first on The Sales Evangelist.

No one in the right mind would like to lose a sales opportunity. My guest today, Mark Cox, is going to teach you specifically why you will probably lose your next big deal and how you can avoid that. The goal is to take a pause to get some quiet time and think about the […] The post TSE 566: Why You Will Probably Lose Your Next Big Deal (And How To Avoid It)” appeared first on The Sales Evangelist.

Today, I am going to share another snippet from one of our past training sessions over at the TSE Hustler’s League where we specifically talked about how to establish ROI. Think from a prospect’s perspective, not yours. Oftentimes, you sell the way that you buy. This is one situation or mindset you need to […] The post TSE 565: TSE Hustler’s League-“Demonstrating ROI” appeared first on The Sales Evangelist.

josheckbio Establishing value is not necessarily the easiest thing but it could come much easier if you found a way to educate your prospect and share value with them. Then as a byproduct, they would choose you over your competitors. Our guest today is Josh Eck, a member of our Facebook group, The Sales Evangelizers, […] The post TSE 564: Sales From The Street-“Education is the Key” appeared first on The Sales Evangelist.

Growing pains are tough but what if you had a way to eliminate those through operations, strategy, and leadership advice? Karl Sakas is the President and Founder of Sakas and Company and today, he shares with us some great insights into making your company more effective through eliminating growing pains, things which you can […] The post TSE 563: Eliminating Growing Pains Through Operations, Strategy And Leadership Advice appeared first on The Sales Evangelist.

I recently read this book called Essentialism by Greg McKeown and the idea is about disciplined “pursuit of less”. This is built around the context that when you do less, you gain more. Sure, you can try to sell all products but these products have their own buyer persona. As a new SDR, imagine how […] The post TSE 562: Focus on Your Essential Product or Service appeared first on The Sales Evangelist.

63% of sales leads don’t convert for at least 3 months. One reason is that many salespeople just don’t understand how to use the information they have that’s been sitting on their CRM this whole time. My guest today. Anil Kaul is going to teach us how you can circumvent this issue through the power […] The post TSE 561: Using AI To Close Deals Faster appeared first on The Sales Evangelist.

Today’s snippet from one of our past training sessions over at the TSE Hustler’s League is about what you can do to maximize those major gateway points to help move your deal to the next level. Get them to get the first appointment with you. Do the diagnostic test or the apples-to-apples comparison. The biggest […] The post TSE 560: TSE Hustler’s League-“WOW Factor” appeared first on The Sales Evangelist.

Today, we’re bringing in the Side Hustle Coach, Alex Barker, as he shares his experiences and thoughts and insights into selling based on price and being confident with what you’re charging. Alex is a pharmacist, a legal drug dealer by day, and had no sales training until 2012 when he became an entrepreneur. He […] The post TSE 559: Sales From The Street: “Confident With My Price” appeared first on The Sales Evangelist.

At various points in our sales cycle, we could encounter really tough challenges to the point that we feel stuck or the deal is stuck. And more often than not, we resort to giving up. But how do you get yourself out of the rabbit hole? Today’s guest is Tim Sanders and he’s going to […] The post TSE 558: Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges appeared first on The Sales Evangelist.

How about cherry-picking customers to make sure you get the right actual ones? Today, I’m answering the question: When do you now NOT to bring on a client? So here are some signs that you probably should not bring them on: They don’t have the money. When I was first starting out in the software […] The post TSE 557: When Should I NOT Bring on a Client? appeared first on The Sales Evangelist.

Emailing is a huge factor in the whole sales process but a lot of people are not seeing success with it. The trick is in creating unconventional emails to make you stand out from the pack. Even direct emails can be done through unconventional means as well. My guest today, Jon Buchan did just that! […] The post TSE 556: The Secret To Getting Response With Unconventional Email And Direct Mail appeared first on The Sales Evangelist.

Today we’re going to talk about how you can make it easy for prospects to do business with us. Whether you’re a mom and pop shop or a large corporation, whether you’re selling for yourself or for someone else, each of us has a sales process that can be fine-tuned so it’s easier for the […] The post TSE 555: TSE Hustler’s League-“Make It Easy” appeared first on The Sales Evangelist.

Today is yet another episode of Sales From the Street but I will be the one on the hot seat today as I share with you a crazy experience. Taking My Client to a Game Back in software sales where I worked as an Account Executive, our company had just partnered with a data center […] The post TSE 554: Sales From The Street-“She Jumped Out of the Car” appeared first on The Sales Evangelist.