The Sales Evangelist

Do you often feel overwhelmed with everything that you have to do that you end up not wanting to do anything, or worse, things don’t get done at all? Well, you’re not alone. As a salesperson, you basically wear multiple hats doing the lead generation, development, selling, networking, customer relationship and management, and I could […] The post TSE 170: The Crippling Effect of Having Too Much To Do! appeared first on The Sales Evangelist.

If you want to sell more, be more — This is what today’s guest, Ken Dunn, has to say when it comes to achieving that level of success you want! Ken Dunn seeks to create the biggest book club in the world through Reader’s Legacy, a wonderful online community geared towards advocating an avid reader’s […] The post TSE 169: Selling The Ken Dunn Way! appeared first on The Sales Evangelist.

On this episode of “Sales From the Street”, I have the opportunity of interviewing a friend of mine, Heather Ruthven, who shared her experience as an entrepreneur. Heather shared how she was not selling a product or service, but she was selling herself and how difficult that was for her. She was able to connect […] The post TSE 168: Sales From The Street-“Just Ask!” appeared first on The Sales Evangelist.

I’ve played sports all my life and one of the things I’ve seen is that in sports, DEFENSE is important. However, it’s a bit different with sales. One of the biggest mistakes I made as a new seller was that if I was being pushy, prospects were not going to buy from me. Indeed, that […] The post TSE 167: Sales is NOT a Defensive Sport! appeared first on The Sales Evangelist.

In today’s episode, we teach you the power of giving yourself away. And that my friends, is also very much applicable when it comes to sales. Our awesome guest is Michael Schein. He is a writer over at inc.com and one of his articles that struck me “One Habit That Will Immediately Improve Your Sales”. […] The post TSE 166: Giving Yourself Away Will Improve Your Sales Immediately! appeared first on The Sales Evangelist.

If you let it, negative thinking will cripple all of your aspirations. It’s even more difficult if the negative thinking is coming from a superior, even your boss. During this week’s episode of “Sales From the Street,” I have the honor of interviewing a former college classmate who is now in the world of sales. […] The post TSE 165: Sales From the Street-“Ignore the Naysayers” appeared first on The Sales Evangelist.

Today I will share with you the final part of my top three sales tools. This week is another HubSpot tool. It’s the HubSpot CRM. The greatest thing about this tool is that it’s free — for the most part. Like many solutions today, they have a free version and a paid version. I use […] The post TSE 164: Donald Part Three of Sales Tools appeared first on The Sales Evangelist.

Is email marketing dead? Says who? Well, our awesome guests today will certainly prove just the opposite of that. Adam Tuttle and Jay Quiles from ActiveCampaign are going to bring us tons of knowledge on how we can use emails to better effectively sell and reach our customers and grow our businesses. Because friends, EMAIL […] The post TSE 163: Why Emailing Is Not Dead & How To Do It Right! appeared first on The Sales Evangelist.

Mike and I went to college together and he is also a great leader, seller, and entrepreneur. I’m bringing him on the show today so he can share with us his thoughts, insights, and challenges that he faced at some point in his career. Here are the highlights of my conversation with Mike: Mike explains […] The post TSE 162: Sales From the Street-” The Paradox of Intent” appeared first on The Sales Evangelist.

Sick and tired of scheduling appointments with prospects? Not getting enough appointments set? We’ve got a tool just for you! Think about more ways than just picking up the phone for you to utilize business. Attention span of clients nowadays are so short. You’re probably using a calendar invite to book appointments. Now, if you […] The post TSE 161: Donald’s Top Three Sales Tools Part 2 “Assistant.to” appeared first on The Sales Evangelist.

“The bottom line is when you have more influence and you get that influence through more publicity and you get in front of larger and larger audiences, you make more money. You make more sales. You are more successful in business.” Now is the time to step outside your role of just being an employee […] The post TSE 160: How To Get Free Publicity To Increase Sales! appeared first on The Sales Evangelist.

One of the biggest fears of many sellers is the fear of speaking with very important people. You know the types — CEO, CFO, the big boss, the decision makers? The one problem is that 9 times out of 10, those are the people you need to speak with to close a deal! I take […] The post TSE 159: Sales From The Street “I’m Scared of Talking to Important People” appeared first on The Sales Evangelist.

I’m a firm believer that, as sales professionals and entrepreneurs, we need to take advantage of tools that are going to make our lives easier and increase our ability to sell more. This is why I’m doing this three part series. Over the next three Mondays, I will share with you some of the favorite […] The post TSE 158: Donald’s Top Three Sales Tools Part 1 “HubSpot’s Sidekick” appeared first on The Sales Evangelist.

We have an amazingly awesome guest on the show today. It’s Beatrice Louissaint and we’re talking about entrepreneurship and how sales professionals benefit from this. She is the President and CEO of a non-profit organization, Southern Florida Minority Supplier Development Council (SFMSDC), otherwise known as The Council, which works with large corporations helping small-mid sized […] The post TSE 157: This Is How You Should Sell To Us! appeared first on The Sales Evangelist.

We all know that one of the greatest ways to grow our business is through referrals. The problem is, many of us as sellers never ask for them for one reason or another. In this episode, I interview Preston Killian who shares some of the struggles he faced early on growing his business. Preston has a business […] The post TSE 156: Sales From The Street-“How I Grew My Business Through Referrals” appeared first on The Sales Evangelist.

With more and more customers being educated on products and services, many are doing a large amount of research before they ever engage with the sales professional. This process allows them to make more informed decisions. A natural by-product of this process is the fact that customers are speaking with much more vendors to evaluate […] The post TSE 155: How To Come Off The Winning Vendor! appeared first on The Sales Evangelist.

Ready for this year’s 2nd half of the game? This is the time of the year when sales professionals get themselves all prepped up to have a great second half. Today’s awesome guest is Jonathan Farrington who brings us a lot of great value, especially with our discussion today. An international sales celebrity, Jonathan is […] The post TSE 154: How To Close Out The Quarter Strong! appeared first on The Sales Evangelist.

Today I have the opportunity of interviewing James Kinson, who is a software sales professional working with a major technical company selling software and hardware. However, James Kinson has an interesting situation, he has been working with one account for 21 years. Imagine the struggles that one would come across working with one client? Well, […] The post TSE 153: Sales From The Street- “Work The Account” appeared first on The Sales Evangelist.

According to Neilsen’s, customers are 4 times more likely to buy with referrals from friends. Naturally, this means that the more referrals we get, the better our business will be. We also learn that LinkedIn is a great place to find new business opportunities and referrals/introductions. There is only one problem though… how does one do […] The post TSE 152: Do NOT Do This When Prospecting On LinkedIn! appeared first on The Sales Evangelist.

In today’s episode, Jimmy Burgess shares with us some loads of positivity and some great, awesome insights into being successful in sales by focusing on the right things, particularly, focusing on your customers. Jimmy Burgess has been in sales and an entrepreneur his whole life. He started three different companies and has been in real […] The post TSE 151: 6 Truths All Successful People Understand appeared first on The Sales Evangelist.

Salespeople get a bad reputation for being greedy, self centered and money hungry. Obviously those of us who are out here truly hustling know that this is far from the truth. Today’s episode is set to validate this point by shedding light on how Dustin Dellera did the unthinkable by turning a potential client away […] The post TSE 150: Sales From The Street “Being Selfless” appeared first on The Sales Evangelist.

Your attitude will have a tremendous impact on the way you perform. Do you believe that? I sure do and that is why I did this episode. I’ve been the lab test dummy on this experiment already. I have done everything right to have a great morning and saw significant results. It was like everything […] The post TSE 149: Develop A Winning Attitude Every Morning! appeared first on The Sales Evangelist.

All women represent! Picture this: A company that consists of all men creating a product for women. Do you see a big disconnect here? Women are massive decision-makers when it comes to consumer-purchasing and here are large consumer companies creating these products when they don’t even have women in their marketing or management teams. As […] The post TSE 148: Learn The Secrets of Selling to Women appeared first on The Sales Evangelist.

Today’s guest is Jordan Quast, an operations supervisor at Mountain America Credit Union, a local credit union based in Salt Lake City, Utah with branches in Arizona and New Mexico. He works at the branch level focusing on two major areas: overall branch operations and sales. Jordan shares with us the struggles he had with […] The post TSE 147: Sales From The Street “Overcoming The Sales Stigma” appeared first on The Sales Evangelist.

During this episode, I share a game changing tool called “SalesLoft Prospector” that will help you in your prospecting efforts.”SalesLoft Prospector” is something I’ve been using, for free, to build lists of my ideal prospects. It’s able to connect to LinkedIn and pull data of people based on search criteria I ask for. Recently, in […] The post TSE 146: Find New Prospects Using “SalesLoft Prospector” appeared first on The Sales Evangelist.

In today’s episode, I’m bringing in Chris Byrne who is the co-founder of SensorPro, an enterprise messaging and feedback platform (more like MailChimp but for businesses). They have great customers on board such as global brands like Ben & Jerry’s, Kraft, and WD-40, as well as small businesses. Chris especially mentioned working with a company […] The post TSE 145: What To Do When Selling To A CEO appeared first on The Sales Evangelist.

This weeks “Sales from the Street” segment features a great friend of mine, Eric Smith, who is a sales professional with a money management firm. With these segments, we interview a seller who had a particular sales struggle, discovered a solution, and saw results. During our discussion Eric shares how he fell into a “sales […] The post TSE 144: Sales From The Street “Sales Slump” appeared first on The Sales Evangelist.

We all know what call reluctance is, right? It’s the inability to pick up the phone and make a phone call or just simply start working. Maybe this sounds familiar. You get into work at 8:00am and start dragging your feet. You know you should get on the phones and start making calls, but you […] The post TSE 143: Top 4 Reasons Why I Had Call Reluctance appeared first on The Sales Evangelist.

“Everybody matters and everybody counts.” – Todd Cohen@SalesLeaderToddClick To Tweet There is no better man to talk about building a SALES CULTURE than Todd Cohen himself. Todd is a keynote speaker, trainer, and author. Doing about 90 keynote appearances a year, which are all about building a sales culture. Todd also does workshops based on […] The post TSE 142: This Is Why You Need A Sales Culture ASAP! appeared first on The Sales Evangelist.

We’ve all been there when things got difficult and we felt like quitting; you’re not selling a thing, you start getting frustrated, embarrassed, angry and feel that you just need to quit. Believe me, I’ve been in that position many times and it’s not a pretty place to hang out. But there is light at […] The post TSE 141: Sales From The Street “Three Feet From Gold” appeared first on The Sales Evangelist.

Today, let’s bring back the most important thing we all need to do in sales – the basics. First on the list is having a sales meeting agenda. You will be talking with decision-makers and for these people, time is gold (as much as yours is). So by having a clear agenda, not only will […] The post TSE 140: How I Use An Agenda When Meeting With Clients & Prospects appeared first on The Sales Evangelist.

Are you looking into getting that new sales job you’ve always dreamed of? Or are you simply looking for ways to improve your selling? In this episode, we welcome back Mike Romero as we dig deeper into how you can get that new sales job and become the best candidate and the best fit for […] The post TSE 139: Everything You Need to Know About Getting Your Next Sales Job appeared first on The Sales Evangelist.

This episode is one of the short, sweet segments where I’m interviewing sales professionals just like you and me – sellers, entrepreneurs, and people – as they share with us a specific sales challenge, why they had such a challenge, how they overcame that challenge, and the results they saw from what they applied to […] The post TSE 138: How I Got Past The Gate Keeper…Literally appeared first on The Sales Evangelist.

Having a Vision Are you like Alice in Wonderland who really didn’t know where to go? Well, that doesn’t really work in sales. It’s important to be able to have a vision of where you want to go. WHERE DO YOU WANT TO GO? If a company doesn’t have a vision, the sales people will […] The post TSE 137: Without Vision, Your Sales Team Will Fail appeared first on The Sales Evangelist.

Are you a voodoo seller? Are you relying on crystal balls, bones and feathers, and teabags to know whether you would hit this month’s goals or not? Well, been there and done that and I’m telling you, “voodoo selling” just doesn’t work because you can’t quantify it. In today’s episode, I am talking with Robert […] The post TSE 136: Stop Your Voodoo Selling…It Does Not Work! appeared first on The Sales Evangelist.

Have you ever done cold calling and were faced with a situation that you least expected, or worse, that you haven’t prepared for? How did you handle those times? Check out this scenario: I went to this particular website and downloaded their white paper. I received a phone call from one of their reps and […] The post TSE 135: Don’t Do This When You’re Cold Calling appeared first on The Sales Evangelist.

“In sales, we’re going to hear that “no” word and we’re going to hear it a lot. We have to understand that “no” is not to us – the person; it’s to our product or service.” – Angel Taking rejection is not easy! But what do you do? You will always have to face rejection […] The post TSE 134: The Surest Way to Overcome Your Fear of Rejection appeared first on The Sales Evangelist.

During this episode, I go over the one thing that every seller must do to find success in sales. It’s being able to quantify your performance with data and key indicators; AKA, setting goals and tracking your performance. If you are not doing anything related to this, you are playing a guessing game and not […] The post TSE 133: The One Thing You Must Do To Succeed In Sales! appeared first on The Sales Evangelist.

In this episode, I had the honor of interviewing Tom Ricciuti who is a sales coach, author, host of the weekly business show TomTalk, and keynote speaker on a mission to exorcise negativity; inspiring people to abandon average and dominate like beasts! Tom is known for his acumen on coaching sales professionals on how to dominate; not compete. His approach to […] The post TSE 132: Start Closing Like a BEAST! appeared first on The Sales Evangelist.

In this episode, I had the honor of interviewing one of our Sales Evangelizers! Martin Clay applied a sales presentation method he learned from one of our guests, Patricia Fripp (TSE 020), and was able to see remarkable success in the first application. Martin is a medical equipment sales representative, selling to clients in the North […] The post TSE 131: TSE Success Story- Changing The Game with Sales Presentations appeared first on The Sales Evangelist.

Anthony Iannarino Are you absolutely sure that you’re not doing things to cripple your sales and goals in the end? Our guest today will shed light on the 10 Mistakes that Kill Sales Opportunities. I’m bringing in Anthony Iannarino, the mastermind behind thesalesblog.com. His daily blog is dedicated to provide salespeople with the much-needed practical tips […] The post TSE 130: Anthony Iannarino’s Top Reasons Why Your Sales Opportunities Are Falling Apart! appeared first on The Sales Evangelist.

Are you still writing lengthy, long-winding emails to your prospects? Well my friend, unfortunately, you still are living in the sales fantasyland and you need to wake up! In the real world, long emails suck! No one’s going to have time to read your novel. The key is to keep your email SHORT and CONCISE. […] The post TSE 129: Get Out of Sales Fantasyland…Your Long, Drawn-Out Emails Suck! appeared first on The Sales Evangelist.

Want to learn more about how to get into talking to more executives and decision-makers? This is another great episode where we invite entrepreneur and executive, Stu Draper. Stu is an entrepreneur at heart. He started getfoundfirst.com in 2008 and stukent.com in 2013. In over a year and a half, they went from helping one […] The post TSE 128: TSE Executive Suite “How to Get the Attention of and Sell to C Levels” appeared first on The Sales Evangelist.

With the rise of social selling, LinkedIn has become a powerhouse online for sales professionals to find potential business opportunities, and grow their network. However, with such an overwhelming sea of profiles, how do you distinguished yourself so that opportunities can come to you as well? During in this episode I share why LinkedIn recommendations are […] The post TSE 127: The Need for LinkedIn Recommendations & How To Get Them! appeared first on The Sales Evangelist.

We are joined today by our guest co-host Todd Ervin. Todd lives in Wilmington, Ohio (just north of Cincinnati) with his wife and 2 sons. He works as a Regional Sales Manager for Crouzet Motors, a French electro-mechanical company, covering the eastern half of North America. He enjoys waterskiing, boating, softball and anything else outdoors. […] The post TSE 126: Learn How DISC Profiling Can Help You Sell! appeared first on The Sales Evangelist.

“That which we persist in doing becomes easier to do, not that the nature of the thing has changed but that our power to do has increased.” -Ralph Waldo Emerson Heber J. Grant was also a big proponent of this quote for persistence and tenacity. Problem: We anticipate things before they happen and since we tend […] The post TSE 125: Overcome Your Fear Through Persistence and Confidence appeared first on The Sales Evangelist.

Do you absolutely, truly, definitely want to slam your way to sales success? Our guest today will show you how. Ken Thoreson is a speaker, author, and consultant with extensive expertise in strategic sales management. Ken Thoreson, Acumen Management Group, Ltd. president, is a sales leadership professional who “operationalizes” sales management systems and processes to […] The post TSE 124: Sales Management & Developing High Performing Sellers appeared first on The Sales Evangelist.

Having an effective process is crucial in sales. Today, Greta Schulz talks about sales processes, why you need to have them, and how are you going to be able to stick with them. Greta Schulz is an entrepreneur, consultant, and a motivational sales speaker. She is the founder and president of Schulz Business, a sales […] The post TSE 123: Sellers with a Formal Sales Process Generate More Revenue appeared first on The Sales Evangelist.

We have all heard it before that people buy from those they know, like and trust! Yes, I totally agree with this statement as well, but there is one problem HOW? How does one build relationship with a perfect stranger to the point where they know, like and trust you? Well, this is why I’m […] The post TSE 122: Three Effective Ways To Be Known Liked & Trusted appeared first on The Sales Evangelist.

Are you ready to rumble? This is no Mayweather v.s. Pacquiao match, but I will show you the right jabs and punches to help achieve your sale goals. In this episode, we’re going to focus on COMPETITION, which is a key aspect in sales. Don’t fight ’em or hate ’em. It’s a matter of understanding […] The post TSE 121: Know Your Competition Make More Sales appeared first on The Sales Evangelist.