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.

As a seller, how can you set yourself apart? What do you do to become a top seller? For today’s episode I’m bringing in my great friend and fellow podcaster, Scott Ingram, to share with us the qualities of top-performing salespeople and what you can do to become the top performing seller in your industry. […] The post TSE 491: Qualities of Top Performing Sellers appeared first on The Sales Evangelist.

Do you find yourself doing the same old thing with your prospecting? It may still be working or maybe not. But, how about tapping into your creative side and do things differently moving forward? In today’s snippet, taken from one of the sessions over at the TSE Hustler’s League, we specifically talked about Creative Prospecting. […] The post TSE 490: TSE Hustler’s League: “Creative Prospecting Part I” appeared first on The Sales Evangelist.

You’re probably familiar with Napoleon Hill’s Think and Grow Rich. But today’s guest, Danny Iny, is going to teach you how you can Teach and Grow Rich through building your own online courses. Danny is the founder of Mirasee, a company that helps clients with audience building, offer creation, and building and selling courses. He […] The post TSE 489: Sales From The Street-“Teach and Grow Rich” appeared first on The Sales Evangelist.

We all need profitable customers, but you have to speak to their needs. Much less, how do you even find them? Today’s guest is John Dwyer, an Australian marketing genius, sales professional and entrepreneur. He will teach us some simple concepts on how to get those profitable customers that no one would want to get […] The post TSE 488: How To Get Better Clients By Identifying Most Profitable Customer And Find More People Who Look Just Like Him or Her appeared first on The Sales Evangelist.

Today I’m going to teach you how to stand out and become indispensable to your clients, prospects, and your company. My wife and I saw a movie last week called Hidden Figures. It’s about a group of African-American “computers”, who were really mathematician women working for NASA. When Dorothy Vaughan (played by Octavia Spencer) realized […] The post TSE 487: How To Become Indispensable To Prospects & Clients appeared first on The Sales Evangelist.

Prospecting is an essential part of selling. Salespeople and business owners know this but but they still fall short of doing it right. Today’s guest is Manny Nowak who’s going to show to us some effective ways to generate leads. He has actually created an eBook on 40 Plus Ways to Find the Gold of […] The post TSE 486: 40 Effective Ways To Generate Leads appeared first on The Sales Evangelist.

Why can’t referrals work in your industry? Wrong! Referrals can actually work in every single industry. It doesn’t matter what you’re selling. Today’s snippet taken from one of our training sessions over at the TSE Hustler’s League is about the main reasons people are not getting referrals and what you can do to improve your […] The post TSE 485: TSE Hustler’s League-“Referrals” appeared first on The Sales Evangelist.

Today, it’s my turn again to share the struggles that I’ve had. I was that sales guy. I’ve done pretty much everything — door-to-door, IT training classes, appointment setting, etc. I’ve sold almost everything from Dish Networks to medical services, EHR records, until I settled in software where I sold document management solutions. Podcasting I […] The post TSE 484: Sales From The Street: “I Was Afraid of Asking For Big Dollars” appeared first on The Sales Evangelist.

Lacking some self-motivation? Well, my guest today is just the man that you need. Jim Cathcart is a sales expert, a professional motivational speaker, and a musician. He’s going to share with us some strategies and principles from his recently released book, The Self-Motivation Handbook which he has developed and used over the years as […] The post TSE 483: The Self-Motivation Handbook-“Do What Needs To Be Done, Even When You Don’t Feel Like Doing It” appeared first on The Sales Evangelist.

You see them. You’re probably one of them. Call them the sales superheroes or whatever you want to call them. I’m actually referring to the top performing sellers who always seem to know how to deal with tough situations and pull through. No matter how challenging the task at hand, they always come out […] The post TSE 482: What Separates The Top Performing Sellers From The Rest appeared first on The Sales Evangelist.

Are you still using the same selling strategy that you used some 20 years ago? You can’t just sit there and wing it anymore thinking that those old school technologies are going to win clients over. You can no longer guess your way to success nor should you even wait for a guru to tell […] The post TSE 481: The Science of Selling by David Hoffeld appeared first on The Sales Evangelist.

Learn how you can double your revenue with your current customers. Personally, I’d take 20 current customers that are buying more and more from me. Getting 20 new customers tends to be more expensive since you have to pay for marketing and sales. Today’s snippet taken from one of our sessions at the TSE Hustler’s […] The post TSE 480: TSE Hustler’s League-“Current Customers Part 2” appeared first on The Sales Evangelist.

If you find yourself stuck in your traditional sales job and you’re looking for new ways to increase your sales, I challenge you to think outside the box and get out of your comfort zone. And one way to do this is to consider doing a podcast or become a podcast guest. Today, Tom Schwab […] The post TSE 479: Sales From The Street-“Grow Your Business With A Targeted Interview Strategy” appeared first on The Sales Evangelist.

As you’ve probably noticed, we’ve done many episodes on prospecting because it’s one of the things salespeople find to be challenging. Either they don’t know how to do it or they just don’t like it. Today’s guest is “The Sales Wizard,” Hugh Liddle, who is an expert sales trainer. He is going to share with […] The post TSE 478: The Sales Wizard Hugh Liddle-“Prospecting Strategies The Work” appeared first on The Sales Evangelist.

As salespeople, one of our biggest challenges is a mindset that holds us back because of fear. Today, I’m sharing something to help sales managers take the fear away from their sales team so they keep on hustling. It’s all about taking on that mindset that you’re going to do whatever what it takes no […] The post TSE 477: Managers Need to Authorize Messing Up appeared first on The Sales Evangelist.

What better way to end 2016 than by drawing inspiration from our guest today, Damion Lupo, an entrepreneur and author of several books. He lost his business once but he was able to rise from that and become the very successful, wise man that he is today. From selling Nintendo games when he was 11 […] The post TSE 476: How I Lost My Business And Rose From It A Victor appeared first on The Sales Evangelist.

Getting your customers to come back is the most difficult part in sales. This is why a lot of people don’t make it in sales. So make sure you get your customers to come back by having an ATS strategy. Today’s snippet taken from one of our sessions over at the TSE Hustler’s League is […] The post TSE 475: TSE Hustler’s League-“Current Customers” appeared first on The Sales Evangelist.

How often do you find yourself thinking out-of-the-box and doing the opposite of what everyone else is doing? We’re off to a new year. New year, new start, new strategies. So if you haven’t yet, it’s time to create that spark between you and your prospects so you can have an explosive 2017! Today’s guest […] The post TSE 474: Sales From The Street: “Be Unique” appeared first on The Sales Evangelist.

Are you sure your prospects understand the message you’re trying to convey? Here’s an awesome way to help you figure it out. The idea of split testing is usually associated with the online space but my guest today, Stephanie Melish, is going to teach us some great insights into how split testing can be so […] The post TSE 473: How To Apply A/B Split Testing – Traditionally Reserved For Online Sales – To The Traditional Sales Process appeared first on The Sales Evangelist.

Now we’re prepping for 2017 and doing our final touches to bring out the new year, bring in the hustle, and start implementing the things we need to do to bring the whole sales team to a whole another level. Today, I’m going to share with you some thoughts and insights into how you can […] The post TSE 472: How to Prepare for 2017 appeared first on The Sales Evangelist.