The Sales Evangelist

Great sellers are great performers. You might not notice it but theater correlates with sales in more ways than one and my guest today, Glenn Hebert, is going to teach you several lessons he learned from theater which you can apply into your own sales process. Glenn is the Founder of Horse Radio Network, a […] The post TSE 541: What Salespeople Can Learn From Theater To Close More Deals appeared first on The Sales Evangelist.

Today’s snippet taken from one of the previous sessions over at the TSE Hustler’s League is all about research strategies to make sure you’re not just wasting your time. Some sellers don’t do any research at all while other sellers spend so much time doing research. You have to have a good balance. So what […] The post TSE 540: TSE Hustler’s League-“Researching Without Wasting Time – Part 1” appeared first on The Sales Evangelist.

Building value is one of the most essential tasks we have as sellers. In order to do that, you have to make sure the discovery part of your sales meeting is done perfectly. Today’s guest is William “Skip” Miller and he shares with us great tips and strategies you can use during the discovery phase […] The post TSE 539: Sales From The Street: “This Is How You Discover!” appeared first on The Sales Evangelist.

Do you find yourself addicted to something? Food, cigarette, alcohol, whatever it is – do you just feel like you just can’t stop? And then you get hard on yourself for not having the willpower to do it. Would you be surprised if I told you that willpower has nothing to do with overcoming an […] The post TSE 538: How Can Overcoming Addictive Behaviors Help You Sell appeared first on The Sales Evangelist.

A quick question, how have your prospecting been lately? You’re probably sending a ton of emails to your prospects already, but I sure do hope you’ve been more intentional about it than you used to. I want to say that although email outreach is the most common form of prospecting that salespeople do, many still […] The post TSE 537: Email Outreach Won’t Work If You Don’t appeared first on The Sales Evangelist.

Still making excuses? I’ve got to tell you man, just stop. Our guest today is someone you can definitely draw inspiration from. Dre Baldwin is an overseas professional basketball player having played through eight different countries in the course of nine years. After graduating from Penn State University, Dre has written books and has done […] The post TSE 536: How to Develop an Unstoppable Drive to Sales Success appeared first on The Sales Evangelist.

Are you keen to details? Or are you just too assuming your prospects will understand? Today’s snippet taken from our past training session over at the TSE Hustler’s League is focused on being expert in the details. Where in your sales process can you better focus on the details? A few areas where you can […] The post TSE 535: TSE Hustler’s League-“Become An Expert In The Details” appeared first on The Sales Evangelist.

My guest today is fellow local Floridian, Corey Goltz, as he shares with us his biggest sales struggles, how he overcame those, and some of the results he has seen, and hopefully apply some or all of these principles to your own sales success. Corey Goltz is in charge of developing CleanMark’s current customer base […] The post TSE 534: Sales From The Street: “Sell Different” appeared first on The Sales Evangelist.

As a sales leader, one of the most important tasks is to be the leader that people want to follow. We often find sales reps leaving the organization, not because they weren’t making money or the product is bad, but just because of the relationship side. How do you become that sales leader everybody loves? […] The post TSE 533: Become the Sales Leader People Want to Follow appeared first on The Sales Evangelist.

Determination and passion are two different things in terms of your success in sales. Does success in sales come down to passion or determination? Do you possess both? Or do you only have one of them? A healthy combination of both Passion is defined as a strong emotion while determination is a process of establishing […] The post TSE 532: What’s More Important To Succeed In Sales? Determination or Passion? appeared first on The Sales Evangelist.

One of the qualities of top salespeople is their willingness to do whatever it takes to close the deal. How about you? What are you really, truly, willing to do? Today’s guest, Fred Diamond, shares with us how you can think out of the box to get your deals closed. Fred is the co-founder of […] The post TSE 531: What Are You Willing To Do To Be Successful In Sales? appeared first on The Sales Evangelist.

This is Part 2 of the snippet which I’ve pulled out from one of our sessions over at the TSE Hustler’s League where we talked more about appropriate questions your customers would want you to ask so you can get to the real pain of your prospect and make sure you’re able to bring the […] The post TSE 530: TSE Hustler’s League-“Questions Your Customers Want You to Ask – Part 2” appeared first on The Sales Evangelist.

On today’s episode, my wife, Cristina, is joining me to facilitate this show while I take on the guest role as I speak about the sales struggles I had. We actually had a recent conversation on some of the struggles I had with sales so we decided to bring it here on the show. Main […] The post TSE 529: Sales From The Street-“Confidence from Coaching” appeared first on The Sales Evangelist.

Does cold calling still work? Picking up that phone book and calling all the numbers listed would probably no longer be as effective. But the short answer is definitely yes. Cold calling or cold email still works. The key is to have an effective way of prospecting. My guest today, Marylou Tyler, is going to […] The post TSE 528: Cold Emails and Cold Calling Are Not Dead! appeared first on The Sales Evangelist.

Whether to hire an experienced seller or an inexperienced individual, that is a common question among many entrepreneurs who want to grow their business but don’t know who to hire the right people. I’m sharing strategies which have worked for me and I hope this could help you whether you’re finding your first sales job […] The post TSE 527: What to Know Before Hiring Your First Sales Rep appeared first on The Sales Evangelist.

Sometimes we tend to overlook the impact of treating our customers right when in fact it’s one of the most critical things to having long-term customer success. Your customers should not merely be transactional. Today’s guest is Mark Ripley and shares with us great insights into building that long-term customer success. Mark runs sales for […] The post TSE 526: How to Build a Sales Team that Contributes to Long-Term Customer Success appeared first on The Sales Evangelist.

Today’s snippet taken from one of our past sessions over at the TSE Hustler’s League is all about asking the appropriate questions to help advance your deal and let you bring more value to the table. Regardless of what you’re selling or who your selling to, you have to ask the appropriate, value-rich questions. These […] The post TSE 525: TSE Hustler’s League-“Questions Your Customers Want You to Ask – Part I” appeared first on The Sales Evangelist.

Today’s guest is Carolin Soldo, a business coach who works with women, specifically, who are very passionate, highly skilled, and with the desire to bring their passions to the world. Along with her husband, Carolin immigrated from Germany into the the United States initially working as a telemarketer and her husband as a machinist. With […] The post TSE 524: Sales From The Street-“Started The From Bottom, Now We’re Here!” appeared first on The Sales Evangelist.

Imagine creating a business card that people will never throw away, much more, something that will be of tremendous value to them. But how can you guarantee they’ll never throw your business card? My guest today, Nick Raithel, shares with us how exactly you can do this. Derived from a concept called How to Write […] The post TSE 523: Actionable Insights Most of Us Are Not Even Thinking About appeared first on The Sales Evangelist.

It’s a common misconception among many entrepreneurs that marketing is sales and vice versa. But here’s a fact: Although sales and marketing are closely related as they are basically part of the same family and are similar in many ways, they’re still two different beasts. And I’m going to share with you today why it’s […] The post TSE 522: Salespeople are NOT Marketers appeared first on The Sales Evangelist.

Being in sales, you have to play multiple roles. It’s more like a “one man theater act” where you have to play the parts of the actor, the producer, the scriptwriter, the director, and everything else. My guest today is Bernie Cronin and he shares with us some problems most salespeople encounter as well as […] The post TSE 521: 21 Common Problems Most Salespeople Encounter appeared first on The Sales Evangelist.

First impressions last for most people. Therefore, you have to make sure you establish a great perception. But, how can you create a great perception with your prospects and the people you’re working with? This is yet another great episode taken from one of the sessions of our online group coaching, the TSE Hustler’s League where […] The post TSE 520: TSE Hustler’s League-“Perception is Reality” appeared first on The Sales Evangelist.

How would you answer when a client asks you for the best price? Would you go lower or stand your ground? How do you leverage your value on a situation like this? I’m bringing in David Negri on the episode today to share with us some strategies to help you answer this question the best […] The post TSE 519: Sales From The Street-“Is That the Best Price?” appeared first on The Sales Evangelist.

Sales and marketing need to communicate properly as they both seek to bring value to the table. Ultimately, the goal is to increase revenue. Today’s guest, Giles House, shares with us how you can better improve the communication between sales and marketing to help you become more effective in your organization. Giles is the Chief […] The post TSE 518: Why You Need an Effective Bridge Between Sales and Marketing appeared first on The Sales Evangelist.

As a seller, your job is to bring value to your clients by finding ways that will either help them cut their expenses and save money or increase revenue. But which one should you lead them with? What is the goal of every business? For any business, one of the biggest goals is to increase […] The post TSE 517: Reduce Cost or Increase Revenue? What Should I Lead With? appeared first on The Sales Evangelist.

Sales has always been represented in a negative way. As much as we probably love Hollywood, more than 281 movies have represented a negative image of salespeople from 1903 to 2005. So that explains it (in a way). The truth is… sales actually does create great impact on the society. In fact, we will be […] The post TSE 516: The Sales Revolution appeared first on The Sales Evangelist.

Today’s snippet taken from one of our sessions over at the TSE Hustler’s League is about building credibility. Credibility leads to trust. Trust is essential in sales. You have to trust those you’re working with and build trust with . People do business with those they know, like, and trust. Credibility is a precursor to […] The post TSE 515: TSE Hustler’s League-“Credibility and Trust” appeared first on The Sales Evangelist.

Today’s guest is David Thomson who’s going to give us great insights into how you, as sales leaders, can make sure that you hire better people. David Thomson is the Chief Revenue Officer at List Partners Inc., a sales intelligence resource company. David is going to share one of the major challenges he has seen […] The post TSE 514: Sales From The Street: “Hire Better Sellers” appeared first on The Sales Evangelist.

The CLOSE is one of the most interesting parts of the whole selling process. While most sellers highly anticipate this, it’s also one major area where people make several mistakes in. Our guest today, James Muir, shares with us how you can be more effective through making the perfect close every single time. James Muir […] The post TSE 513: How To Craft The Perfect Close Every Time appeared first on The Sales Evangelist.

I want to share with you an experience I had when I was shopping for a computer monitor over the weekend. And this salesperson who approached me was probably a fan of Glengarry Glen Ross’ Always Be Closing! Things he did wrong: No questions were asked about how he can help me with. Anyway, I […] The post TSE 512: Sell Me What I Need, Not What You Want appeared first on The Sales Evangelist.

Sure, some people believe that people are born to be sales professionals but for many people, such as myself and my guest today, we believe that sales can be taught. Jon Manley is an inspiring story of how he went from being a telemarketer with no college degree and a car that broke down every […] The post TSE 511: From Telemarketer To VP Of Sales And Lessons Learned appeared first on The Sales Evangelist.

Today’s snippet taken from one of the past training sessions over at the TSE Hustler’s League is focused on building value. The extent to which a good service is perceived by a customer to meet his needs or wants is measured by a customer’s willingness to pay for it. The company depends more on the […] The post TSE 510: TSE Hustler’s League-“What Is Value?” appeared first on The Sales Evangelist.

Salespeople hate doing a bunch of administrative work. Who wants to do that stuff anyway? We only want to get out there and do what we do best. We want to sell. Today’s guest is Patrick Campbell who’s going to share with us how you can do administrative stuff more effectively. Yes! Finally! Patrick Campbell […] The post TSE 509: Sales From The Street-“Administrative Tasks Are Annoying” appeared first on The Sales Evangelist.

Predictable revenue is what everybody wants but nobody wants to do the work to get. My guest today, Sean Burke is going to share with us some relevant strategies and principles you can implement to help you see predictability in your revenue. Sean is the CEO of KiteDesk, a sales development platform that helps sales […] The post TSE 508: Building Predictable Pipeline With Sales Development appeared first on The Sales Evangelist.

At TSE, we are currently doing some exciting things around our branding and changing our website as we prepare for cooler things ahead. As I’m going through this process, I figured I’d share a thing or two about marketing materials. Do you really need them? If, yes, how should you use them? Are marketing materials […] The post TSE 507: How Can I Make My Promotional Materials More Effective? appeared first on The Sales Evangelist.

Don’t just become a salesperson to your clients but become their trusted advisor or resource. In this world of competitive selling, you’ve got to set yourself apart and the best way to do that is to sell with authority and be the authority! Mike Saunders shares with us how you can sell with an authority […] The post TSE 506: Selling with Authority appeared first on The Sales Evangelist.

Traditionally, the sales process has not been very conducive to providing value to clients. But this doesn’t work anymore. Over the years, the buying process has significantly changed and so you must also be able to align your sales process with it if you want to achieve success. Today’s snippet is taken from one of […] The post TSE 505: TSE Hustler’s League-“Customer Friendly Sales Process” appeared first on The Sales Evangelist.

Do you know how branding and sales can come together to increase your revenue? Today’s guest is the branding guru, Brian Halley. He and I are having a webinar to discuss how you can actually incorporate branding and sales into your process to help you increase your revenue. Brian Halley has been doing graphic design […] The post TSE 504: Sales From The Street-“Branding Brings Sales” appeared first on The Sales Evangelist.

What if you could generate over $50 million in sales lead? Well, my guest today, Alex Berman, has done that. Hopefully you can apply the strategies he’s sharing with us today so you can see the same success that he’s had. Lead generation is one of the most important things in sales. You’ve got to […] The post TSE 503: How Alex Berman Did $50million+ In Leads Generation appeared first on The Sales Evangelist.

Football is an awesome sport from which you can learn many tactics and strategies that you can apply to sales and even your personal life. The Super Bowl 2017 was one for the books and I’m going to share with you lessons I’ve gleaned from watching the recent game that can help you in your […] The post TSE 502: 3 Things I Learned From The Super Bowl That Can Help Any Seller Succeed appeared first on The Sales Evangelist.

How do you become effective as a sales manager (especially when you’re in this new role)? Boy! A survival guide could surely come in handy so you would know the things to avoid and the things you should improve on. Today’s guest is David Brock who’s going to give us an overview of his book, […] The post TSE 501: Sales Manager Survival Guide By David Brock appeared first on The Sales Evangelist.

Today marks our 500th episode! And to celebrate this marvelous milestone, we’re having this fun Q&A session where I pulled out some questions sent to me through email or from the Facebook group. Q: How do I get current customers and referral partners to write recommendations about me on LinkedIn aside from skills endorsements? […] The post TSE 500: The Sales Evangelist 500th Episode-“I Can’t Believe We Are Here!” appeared first on The Sales Evangelist.

What happens when you have new people in your sales team? Do you get threatened that somebody might be better than you? In today’s episode, I’m going to share with you a personal experience – a difficulty I had as a young seller and how I overcame that. Overcoming Your Fear of Competition I’m […] The post TSE 499: Sales From The Street-“Internal Competition” appeared first on The Sales Evangelist.

Sell with a Story. Paul Smith is going to share with us a load of insights into how you can improve your storytelling so you can improve your sales. Paul teaches the art and science of storytelling to leadership groups and sales teams. He helps people dive deeper into how they can craft their own stories […] The post TSE 498: Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale appeared first on The Sales Evangelist.

No matter how good you are as a salesperson, there are times when you could fall into situations that could pull you down. So it’s vital for you to be able to figure out a way to fix those problems and move on. Today, I’m going to share with you some insights and comments I […] The post TSE 497: What Are The Main Factors That Negatively Affect The Performance of Really Good Sales People? appeared first on The Sales Evangelist.

The modern marketplace phone sales has changed significantly and so long were the days when traditional tactics still worked. Google has replaced the use of business cards. Therefore, we have to be able to adapt and evolve. Today’s guest is hardcore closer Ryan Stewman who is going to share some ways on how you can improve […] The post TSE 496: The Modern Marketplace Phone Sales With Ryan Stewman appeared first on The Sales Evangelist.

This semester in TSE Hustler’s Leagu, we are focused on building value. Today I’m sharing with you a snippet of one of our sessions. This is part 2 of the episode so if you haven’t yet, check out last week’s episode on Creative Prospecting. Today, I’m sharing with you other creative prospecting strategies that you […] The post TSE 495: TSE Hustler’s League-“Creative Prospecting Part 2” appeared first on The Sales Evangelist.

Today’s guest is John Lagoudakis an online marketer full time since 2008. He’s going to drop some valuable insights into the challenges he faced, how he changed his business model, and the results he got. Here are the highlights of my conversation with John: The biggest challenges John faced as a seller: Not having total control […] The post TSE 494: Sales From The Street-“Change The Way You Look At Revenue” appeared first on The Sales Evangelist.

What if you could reduce the time it takes for you to close deals into half? And what if there was a way for you to better understand a particular organization so you could increase your chances of closing deals? Our guest today is David Hammer. He shares with us great insights into what you […] The post TSE 493: The New Secret Weapon For Sales Teams Helping Them Close Deals In 50% Less Time appeared first on The Sales Evangelist.

Say goodbye to long, boring proposals. Today, I’m going to share with you something that has changed the way I interact with my prospects specifically when I create proposals for them – PandaDoc. Back in the days, creating quotes could take hours and it’s just a massive waste of time. Even when you’re working for […] The post TSE 492: This Is Why I Changed The Way I Do Sales Quotes appeared first on The Sales Evangelist.