The Sales Evangelist

Today, we talk about how you can sell yourself! And by that, I mean learn how you can avoid the common pitfalls of sellers who are trying to sell themselves and strategies you can implement to sell yourself or your message the right way. At the end of the day, it’s all about bringing value […] The post TSE 353: How To Sell Yourself! appeared first on The Sales Evangelist.

Do you feel like you have too much going on? You have so many tasks to take care of. You need to prospect. You still have to make proposals. You have to close those deals. And the list goes on… Whew! Overwhelming, isn’t it? So you will most likely end up being the “jack of […] The post TSE 352: Why Most Sellers Are NOT Being Successful! appeared first on The Sales Evangelist.

With so much information on the internet today, prospects have become more empowered than ever that if you as a seller do not also counter this by being as best prepared as you can be, they could only see you as nothing more than a sales agent rather than being seen as an industry expert […] The post TSE 351: Publish or Perish: Selling in the Age of Content Marketing appeared first on The Sales Evangelist.

This is a snippet from one of the sessions we have over at the TSE Hustler’s League, a paid membership community that provides accountability, group coaching, and an opportunity to get training from me and other experts I bring into the group. In this episode, I will share a snippet of one of our expert […] The post TSE 350: TSE Hustler’s League-“Your Image Is Everything” appeared first on The Sales Evangelist.

Today’s episode of Sales from the Street focuses on the importance of clarity when doing your sales. I’m bringing in Wayne Herring to share with you how clarity has become a challenge for him and what he has done to achieve it so he can better his sales performance. Wayne Herring has a coaching and consulting […] The post TSE 349: Sales From The Street- “Make It Clear” appeared first on The Sales Evangelist.

So many salespeople are afraid of selling. They’re afraid to be rejected or they fear criticism and that’s okay. Fear is normal but it’s overcoming your fears that will get you to the level of success that you want to achieve. I’m bringing Robert Terson on the show today who talks about some great ideas […] The post TSE 348: Selling Fearlessly appeared first on The Sales Evangelist.

As we celebrate Independence Day, now is also the perfect time to finally stop lying to yourself so you can be free from your false beliefs. Now what separates great, successful salespeople from those who are not? What I realized is that we have the tendency to lie to ourselves as sellers. I don’t […] The post TSE 347: Stop Lying To Yourself! appeared first on The Sales Evangelist.

Today, we have a very interesting topic as I talk with Ace Chapman who runs a business of buying and selling businesses. He actually started his own business at a very young age of 19 until he found more success in buying existing businesses and building his vision on top of them when it’s already […] The post TSE 346: The Business of Buying and Selling Businesses appeared first on The Sales Evangelist.

Are you really selling as a sales rep? How much of your time do you really spend on actual selling? A study done showed that sales professionals spend an average of only about 39% of their time on actual selling. Today, I’m going to share snippets from two of our sessions over at TSE Hustler’s […] The post TSE 345: TSE Hustler’s League-“This Calendar Thing Worked” appeared first on The Sales Evangelist.

Today, we’re going to talk about the power of qualifying, which means asking questions and asking the right questions so you become more efficient and you save much wasted time out of failing to ask. I’m bringing in Benjamin Brown on the show. Benjamin is the owner and CEO of 360 Sales Consulting where they […] The post TSE 344: Sales From The Street-“Ask Questions” appeared first on The Sales Evangelist.

A lot of salespeople apparently don’t see promotional products as a great sales tool. And this is where we underestimate how powerful they can actually be. In fact, promotional products can help you throughout your sales process, only if and when you’ve done the proper planning necessary. That’s why I’m bringing in August Wittenberg, a […] The post TSE 343: The Power of Promotional Products appeared first on The Sales Evangelist.

Complacency is a bad thing when it comes to selling. Unfortunately, a lot of salespeople can fall into a trap that can prevent them from performing better. Even if you’re doing well with your sales, the last thing you want to do is be complacent. You need to continually grow. You need to do better. […] The post TSE 342: Complacency In Sales Performance appeared first on The Sales Evangelist.

If you’ve been hiding behind your product or service all this time then it’s time to come out of that shell if you truly want to grow as a seller or entrepreneur. Today, I’m bringing in Matt “Handshakin” Holmes as we talk about how you can utilize personal relationships to help you in your sales […] The post TSE 341: The Power of In Person Networking appeared first on The Sales Evangelist.

Today’s episode is another excerpt from our mastermind group over at TSE Hustlers League where we talked about soft selling, a selling strategy where the whole concept is that you’re leading your prospects with value and you’re not trying to force them. As what Jeffrey Gitomer said, people love to buy but they don’t want […] The post TSE 340: TSE Hustler’s League-“Soft Selling” appeared first on The Sales Evangelist.

Today’s episode on Sales from the Street is about being bold and confident. Oftentimes, behind a prospect’s objection is an underlying core problem that you need to dig deeper into. And oftentimes, you don’t necessarily have to lower your price and undervalue what you offer just so you can get the prospect to buy. When […] The post TSE 339: Sales From The Street-“Being Bold & Confident” appeared first on The Sales Evangelist.

Are you hiring for the right reasons? Or are you just getting people on your team for the sake of filling in the numbers? Hiring is not a joke, not to your company and certainly not to the candidate. You’re basically investing your time, effort, and money as you go through this process so do […] The post TSE 338: What You Must Know When Hiring Your Next Sales Rep appeared first on The Sales Evangelist.

As a salesperson, you need to understand your numbers and the gauges of what you’re doing, how you’re doing it, and how you can improve. Today, I’m giving you 7 metrics you can look at to improve yourself as a seller. You have to compete against yourself and make sure you’re better than you were […] The post TSE 337: 7 Key Sales Metrics You Should Track appeared first on The Sales Evangelist.

If you think guest blogging has nothing to do with helping you grow your sales, well, don’t overlook it. Today, we have Cody Lister on the show as he shares a whole ton of blogging and content promotion techniques and strategies you can implement to help you grow your business or increase your sales specifically […] The post TSE 336: Selling Online Is Easier Than You Think appeared first on The Sales Evangelist.

Today, I’ve pulled out yet another snippet from one of our training sessions over at TSE Hustler’s League so that you too might be able to benefit from these. In this clip, we talk about overcoming the fear of rejection and the concept of upselling, which are two essential factors in any salesperson’s success. Here are […] The post TSE 335: TSE Hustler’s League-“Rejection and Upselling” appeared first on The Sales Evangelist.

Today, we discuss the idea behind account-based selling. I’m bringing in Brandon Redlinger who’s giving us insights into the challenge they had with account-based selling, what they did to overcome that, and the results they’re seeing right now. Brandon is part of the team at PersistIQ, an outbound sales platform that helps salespeople become more […] The post TSE 334: Sales From The Street-“Account Based Selling” appeared first on The Sales Evangelist.

Did you know that leaders spend 80% of their time in communication either written or verbal? Unfortunately, communication is a very important area in selling that is becoming a lost art. Barney Kramer is on the show today to share with us insightful tips to help improve your communication as a seller. Barney Kramer has […] The post TSE 333: Practical Tips To Improve Your Communication as a Seller appeared first on The Sales Evangelist.

What do you do if your prospect is only willing to communicate with you through email? No phone, no in-person meeting. Now you’re preparing a proposal when you haven’t fully understood any of their core challenges. While this may not be the best situation, there are always ways to go about this stuff. First, this […] The post TSE 332: They Only Want To Communicate Via Email appeared first on The Sales Evangelist.

Oftentimes, it can be quite difficult to discover the core challenges of prospects because these could be covered by superficial reasons that the real problem remains unknown to you. Failing to unearth their core challenges would mean failing to build trust with your customers and this equates to poor closes and poor sales. So how […] The post TSE 331: How To Discover The Core Challenges When Meeting with Prospects appeared first on The Sales Evangelist.

In today’s episode, I’m giving you a snippet out of one of our training in TSE Hustler’s League where we discuss the idea about focusing and making sure we’re maximizing our efforts while selling. Too many times, salespeople get distracted from the real things they need to focus more on. In this snippet, one of […] The post TSE 330: TSE Hustler’s League-“Salesperson Time Management” appeared first on The Sales Evangelist.

There are days when we feel we really haven’t done anything for the day, didn’t get any prospect in, running around doing stuff, and working on paperwork, and on and on and on. Can you relate to this? Well, I’ve got a solution for you. It’s about learning how to theme your days. So today, […] The post TSE 329: Sales From The Street-“Theme Your Days” appeared first on The Sales Evangelist.

Today’s episode is all about the idea cross-selling and upselling to your current customers and we have Kevin Karner on the show today to give us more insights into how this can be done effectively. Kevin works at Drift that offers live chat upgrades for new businesses where they take chats onto your website with […] The post TSE 328: Cross Selling and Upselling appeared first on The Sales Evangelist.

A lot of people are having a difficult time closing deals and we tend to put so much emphasis on the close that we actually start to miss. You start to think ahead and that could mess you up. Now if you would relate that with playing football, you basically take off before you actually […] The post TSE 327: How To Close The Deal appeared first on The Sales Evangelist.

Wouldn’t you want to create a lifestyle where you get to earn passive income so you still have the ability to do other things? Today’s guest, Matt Miller, has done exactly just that and you too can learn how to make this happen in your life. Matt Miller is the owner and president of School […] The post TSE 326: Improving Your Personal Sales Hustle One Vending Machine at a Time appeared first on The Sales Evangelist.

How are you using social media to grow your sales? Are you even using social media to sell? But is it appropriate to sell on social media in the first place? I’m bringing in Marty McDonald as he shares great, meaty insights into using social media as part of your sales process and how it’s […] The post TSE 325: How To Improve Your Social Media Sales Skills appeared first on The Sales Evangelist.

Today, I’m going to talk to you about sales coaching, specifically how sales managers.And here are the common questions I have come across. Should a sales manager sell? Or should he/she be a manager/coach? Should you hire your top rep to become your sales manager? Many companies hire a coach but what I noticed to […] The post TSE 324: Sales From The Street-“Coaching” appeared first on The Sales Evangelist.

Today’s episode is another interesting one as we talk about selling Software as a Service (SaaS) to doctors and how this is very different than selling as a pharma representative. This might be another career that you might wish to consider and so I’m bringing in Justin Welsh to talk more about this – what […] The post TSE 323: How Selling SaaS To Doctors Is Totally Different Than Traditional SaaS Sales. appeared first on The Sales Evangelist.

How would you handle a prospective client saying that the timing isn’t right for your product or service and that if they decide to take advantage of the opportunity at a later time, they will reach out to you? A lot of customers may dictate to salespeople when they’re going to buy and how they’re […] The post TSE 322: Timing Isn’t Right appeared first on The Sales Evangelist.

Today, you will learn about an interesting concept about eradicating commission as part of the business model. Say what? Okay, hold your horses now. Our guest today has a pretty interesting perspective on eradicating commissions that you might want to tune into, plus more! Justin Roff-Marsh is the Founder and President of Ballistix, a sales […] The post TSE 321: Embrace The Machine! Radically Improve Your Salesforce With This New Model appeared first on The Sales Evangelist.

In this episode, I’m sharing with you a piece of our training at TSE Hustler’s League, a group coaching session that I have every Wednesday night. We talked about following up, why it’s so important, and how to do it more effectively. TSE Hustler’s League is a one-hour group training with accountability as well as […] The post TSE 320: TSE Hustler’s League-“Why & How To Follow Up!” appeared first on The Sales Evangelist.

Today, we talk about the idea of partnership or getting the right people into a project. How am I going to get this deal? Shall I collaborate with somebody else? Should I split the commission? Should we get connected with them? The challenges of partnership, so to speak. Here are the highlights of today’s episode: […] The post TSE 319: Sales From The Street-“Collaborate” appeared first on The Sales Evangelist.

There are practical, basic stuff that we tend to forget when we get online. Today, we’re bringing in Bobbie Foedisch as we touch on this topic plus more social selling strategies, specifically leveraging your online presence on LinkedIn. Bobbie is the founding partner and chief social selling officer at All About Leverage, where they develop […] The post TSE 318: Leveraging LinkedIn For Networking With Bobbie Foedisch appeared first on The Sales Evangelist.

Many people are so afraid of getting rejected. Of course, who wants to be rejected? In this episode, you will learn how you can utilize a technique to be able to help you land more deals, close more opportunities, and grow towards more sales success. So listen in! Oftentimes, we fall into the category of […] The post TSE 317: Just Go Negative On Them appeared first on The Sales Evangelist.

You may be doing well with your sales right now but you can’t just stay at one level of your career. You always want to push yourself forward. And at certain points, you would have to upsell or cross-sell. Today, I’m bringing in the amazing Clay Clark as we talk about giving yourself a 20% […] The post TSE 316: Give Yourself A 20% Raise | The Art of the Cross Sell appeared first on The Sales Evangelist.

Today’s show is golden as we talk about leveraging systems and processes to grow your business. I am bringing in Scott Beebe on the show today. Scott is the expert when it comes to processes, systems, and delegation. He serves heroic small business owners and liberates them from the chaos of working on the details […] The post TSE 315: Leveraging Systems And Processes To Grow Your Business appeared first on The Sales Evangelist.

Having trouble connecting with like-minded people? Or are you struggling with getting new prospects? We’ll talk about that today as we bring Kurtis Tucker on the show. Kurtis talks about having this exact challenge and how he finally overcame it. Learn from his experience and most importantly, try to apply these strategies to your own […] The post TSE 314: Sales From The Street-“Prospect Right” appeared first on The Sales Evangelist.

Today, we’re giving you a glimpse of what’s happening in our mastermind group, the TSE Hustler’s League. In this session, we focus on messaging, which is something a lot of seasoned salespeople and entrepreneurs are having a tough time with. In this part of the training, I emphasized the importance of messaging when you’re selling […] The post TSE 313: TSE Hustlers League Tip “Messaging” appeared first on The Sales Evangelist.

Today, we’re going to talk about how you can utilize stories in your selling situation to establish tons of value, credibility, and to help sell more. People love to buy, they hate to be sold. As what Jeffrey Gitomer says, “People love to buy. They hate to be sold.” Find a way to make your […] The post TSE 312: Stories Are A Great Way To Create Value appeared first on The Sales Evangelist.

One major weapon that every salesperson must keep loaded in their artillery is to have that competitive advantage in today’s noisy digital world. So I’m bringing Justin Christianson on the show today to share his expertise on this exact topic. He is an entrepreneur, consultant, and author. Justin has been in the digital marketing space […] The post TSE 311: How To Get And Keep Your Competitive Advantage In Today’s Nosey Digital World appeared first on The Sales Evangelist.

Today’s episode is explosive since our guest today, Patrick Helmers, is a double-edged sword who brings a lot of value on the table. He is not only a master on the tech side but he also has mastered the sales process. Patrick used to be an engineer with a computer science background until he slowly […] The post TSE 310: Why Startups Need To Focus On Sales Before Marketing appeared first on The Sales Evangelist.

Today’s guest is Ted Ryce, a health and fitness professional for the past 17 years in Miami Beach, Florida. He has worked with tons of celebrities, CEOs, multi-million dollar companies and personalities like Richard Branson and Robert Downey, Jr. He now has a podcast called Legendary Life Podcast, a health, fitness, and personal development podcast. […] The post TSE 309: Sales From The Street: “Sell Value” appeared first on The Sales Evangelist.

Today, I took a snippet out of one of our training sessions from TSE Hustler’s League so you can take some things and apply them to your selling career and help you improve. The TSE Hustler’s League is a paid community gathering held each week to get a training focused on topics relevant to them. […] The post TSE 308: TSE Hustlers League Tip “The Most Important 10 Minutes” appeared first on The Sales Evangelist.

Today, we basically talk about how you can think on your feet when you’re cold calling. Or should you actually be doing that at all? Okay, so I’ve done this thing with Toastmasters called Table Topics, which is an impromptu 2-3 minute speech where you get to speak about a particular topic. And here are […] The post TSE 307: How To Think Under Pressure While Cold Calling appeared first on The Sales Evangelist.

Today, we’re going to talk about the power of treating your customers right. Treat them the way they need to be treated and they could actually become evangelizers for you. I’m bringing in Jared Easley on the show today as he shares with us how he experienced terrible customer service and how he dealt with […] The post TSE 306: Treat Your Customers Right and They Will Evangelize For You appeared first on The Sales Evangelist.

Writing proposals is one of the many critical challenges that every salesperson may have to face. Even a significant amount of time has to be allotted solely in writing proposals to ensure you’re doing everything right. So we welcome back Curtis McHale here on the show today. He first guested on the show back in […] The post TSE 305: Learn How To Write Proposals That Convert appeared first on The Sales Evangelist.

We all need to know how to write effectively, even in sales, now more especially because of the social selling opportunities brought to us by LinkedIn or other blog posts and sites. Therefore, it puts you to great advantage as a seller to be able to deliver your message effectively through copywriting. Today’s guest is […] The post TSE 304: Improve Your Copy, Improve Your Sales! appeared first on The Sales Evangelist.