The Sales Evangelist

How do you become a persuasive seller? You need to understand that there’s so many dynamics involved in selling that it’s not just about what you’re selling but HOW you’re selling. Today, we have another awesome guest, Cole Hatter, who’s going to share with us tons of valuable, interesting, practical information that you absolutely need […] The post TSE 371: How To Become A More Persuasive Seller appeared first on The Sales Evangelist.

In today’s episode, we have yet another excerpt from our discussion at TSE Hustlers League where I spoke about a study I found in the book The Three Value Conversations where it orbits around the concept of what you can do with the insights you know. How do you create or share the unconsidered need to […] The post TSE 370: TSE Hustler’s League-“The Unconsidered Need” appeared first on The Sales Evangelist.

Asking questions is an integral piece of sales in order for you to uncover your prospect’s true challenges. But how much of your time do you actually spend on developing questions that will allow you to move forward along your sales process? We have an interesting topic on today’s Sales from the Street as Dave […] The post TSE 369: Sales From The Street-“Ask The Right Questions” appeared first on The Sales Evangelist.

How often do you follow up? How many times do we actually tend to neglect to do that and just leave money on the table? Here’s the hard fact: You could be losing sales that you don’t know about – all because you failed to follow up. Today, I’m sharing with you a tool […] The post TSE 368: Persistent Intelligent Following Up appeared first on The Sales Evangelist.

Last week, I shared with you a stupid example of prospecting I’ve done that didn’t prove to to be effective. It basically involved throwing spaghetti against the wall to see which one sticks. It’s dumb, I know. It wasn’t planned properly. So obviously, it didn’t generate great results. Today, let me share with you a […] The post TSE 367: One Great Contact Led To All Of This… appeared first on The Sales Evangelist.

Breaking news! Trust is an all-time low among consumers right now. And that’s pretty understandable with the overwhelming amount of information out there today and our customers being more well-informed even before they buy something. The huge, huge challenge, therefore, is how do you master the art and science of persuasion and influence? Today’s guest, […] The post TSE 366: Turning A No Into A Yes appeared first on The Sales Evangelist.

In today’s episode, I’m pulling another snippet from our online training session at TSE Hustler’s League and we discuss value-building. Here are the important points we discussed: Too much time spent on prospecting A lot of salespeople think that the biggest issue is prospecting while the data is actually leaning towards their ability of being […] The post TSE 365: TSE Hustler’s League-“What They Don’t Know” appeared first on The Sales Evangelist.

This is Part Two of Sales from the Street with Andy Paul who graced our show last week and talked about different strategies for lead generation. Today, he talks primarily about what sales managers can do to be able to cater to sellers using the unique strengths of people in their team. Here are the […] The post TSE 364: Sales From The Street-“Part Two-Tailored Coaching” appeared first on The Sales Evangelist.

Have you ever had a conversation with a client and you thought you had it in the bag but you didn’t end up closing the deal? Sad to say, that conversation was actually a fake talk. The problem is you could be doing a lot of fake talking and not knowing how to really engage […] The post TSE 363: Overcoming Fake Talk appeared first on The Sales Evangelist.

We all do stupid things in the sales field and today I’m going to share with you a stupid thing I’ve done in the past, particularly in relation to prospecting. So what I and my partner did before was we actually took action in prospecting. However, we didn’t do enough preparation or do anything to […] The post TSE 362: Stupid Prospecting appeared first on The Sales Evangelist.

How can you generate more leads? How can you generate more business opportunities? What can you do to get more clients in the door? Content is key as they say. But what if you can’t even make great content? Is there a way to still put out great content offers to your clients? We’re going […] The post TSE 361: Secret Strategies To Gain More Qualified Leads appeared first on The Sales Evangelist.

Nobody wants to lose anything of course. But do you care more about losing something rather than actually gaining something? This is something you need to think about if you want to achieve success in sales. In last week’s episode, I mentioned that 74% of executives indicate that they give their business to the company […] The post TSE 360: TSE Hustler’s League-“Loss Aversion” appeared first on The Sales Evangelist.

Do you still find prospecting as a huge struggle? Is cold calling not your cup of tea? Today’s guest is Andy Paul, a phenomenal sales trainer, coach, consultant, and entrepreneur and he’s giving us great insights around the concept of cold calling and hopefully this can help you overcome this struggle that you’re similarly facing. […] The post TSE 359: Sales From The Street-“Part One-Be You” appeared first on The Sales Evangelist.

Today, we’re going to talk about how to increase sales through up selling offers. But first of all, I’ve got a few questions for you: Are you currently making sure that you are up selling to your customers or are you too afraid to ask? What kind of product can you create on the front […] The post TSE 358: How To Increase Sales Through Effective UpSelling Offers appeared first on The Sales Evangelist.

As a sales professional or entrepreneur, we all know the headaches that come with traveling, scheduling, and getting everything all set up and going. So you have all these emails about your hotel, car rental, airline tickets, etc. where you have to dig into your email archive to search for these keywords. It’s so easy […] The post TSE 357: I Ended Sales Traveling Headaches With This App appeared first on The Sales Evangelist.

Are you doing the things you need to be doing to close that sale? Or are you doing too many things that you’re actually getting off track? Or is the goal to close that deal putting too much pressure on yourself to the point that your motivation and resilience are being tested to their limits? […] The post TSE 356: Activity Based Selling With Pipedrive appeared first on The Sales Evangelist.

How do you better establish value? How do you create valuable conversations with your prospects? How do you move conversations to the next level? Today, I pulled out a snippet from one of our training sessions at the TSE Hustler’s League which focuses on the idea of establishing value. I’m giving a concrete example of […] The post TSE 355: TSE Hustler’s League-“Valuable Conversations” appeared first on The Sales Evangelist.

We’re living in a very competitive world today and the major question is how do you stay up front of the curve? You could say you have the best product but others say the same thing too. How can you truly differentiate yourself from the rest of the guys out there? Today, I’m talking with […] The post TSE 354: Sales From The Street-“Humanity In Sales” appeared first on 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.