The Sales Evangelist

In this episode I share my personal thoughts on why I feel selling into LARGE accounts is better than smaller ones. I’ve had the privilege of working with both and the overwhelming conclusion came to me that large accounts were so much more worth it. Why? Because of the fact that large accounts and small […] The post TSE 102: Why Selling Into LARGE Accounts Is Better Than Small Accounts. appeared first on The Sales Evangelist.

Have you already created a vision in your life and business? In this episode, our special guest Ray Higdon talks about the power of creating that vision to advance you to your success. Years ago, Ray Higdon decided to go the entrepreneur way. He got sick of working for someone else and spending more time […] The post TSE 101: Conquer Your Fear, Stop Procrastinating, Make More Sales! appeared first on The Sales Evangelist.

This is the last of the three-part series of Sales Healthy in getting started with this upcoming new year, 2015, as we talk about things we can do to get started and to see some success, goals and visions we can implement. Just a quick recap, in our first episode, we talked about just getting […] The post TSE 100: Sales Healthy Part 3: “Results Will Come Over Time!” appeared first on The Sales Evangelist.

This is part two of what I have learned from my crazy running experience, which actually ties into the concept of sales. And I think this would be an opportune time to discuss this matter considering how we all love to make New Year’s resolutions and goals for the coming year. And so you set […] The post TSE 099: Getting Sales Healthy Part 2: “Focus & Set Incremental Goals!” appeared first on The Sales Evangelist.

Christmas was here and now it is gone. Man did we have a great Christmas! We hope you did as well. As the New Year starts we tend to start off a list of resolutions that we want to accomplish for the coming year. During this episode I will share an experience I had, just […] The post TSE 098: Getting Sales Healthy Part 1: “Getting Started” appeared first on The Sales Evangelist.

Statements of work (SOW). That is the one simple activity that can increase your post sales effectiveness and also help you tremendously in your prospecting efforts. I know, it sounds simple and is a basic activity but it’s the simple activities that will make the world of difference between the top performers and mediocre sellers. […] The post TSE 097: One Simple Activity That Will Increase Your Post Sale Effectiveness! appeared first on The Sales Evangelist.

Content, content, content – there’s a lot of talk about that. You need to post photos, videos, and other visuals to build your online presence. So you decided to post something on your website and use a photo that you got from one of your Google searches. And voila! The next thing you know you […] The post TSE 096: Things You Must Do To Protect Yourself When Selling Online! appeared first on The Sales Evangelist.

Kimanzi Constable is an author, speaker, business coach, Amazon bestseller, co-host of Starve the Doubts podcast and just an awesome guy! Today Kimanzi shares with us how you, as an individual seller or an entrepreneur , can find unique ways to get more clients and more business than just picking up the phone and doing […] The post TSE 094: Three Unconventional Ways To Find More Clients! appeared first on The Sales Evangelist.

During this episode I will go over why breaking promises with your clients or prospects will hurt your business. Why breaking promises will hurt you: People will buy from those they know, like and trust. But when you break your promises, you start losing their trust. Think about how you feel when someone breaks a […] The post TSE 093: Why Breaking Promises With Buyers Will Hurt Your Sales Every time. appeared first on The Sales Evangelist.

Curtis McHale is a successful entrepreneur, coach, writer, and speaker. He is living his passion for designing and building WordPress sites and plugins through his company SFNdesign, which specializes in eCommerce and Membership sites, as they seek to help their customers solve their online business problems. In this episode, Curtis shares with us the concept […] The post TSE 092: Service and Focus, Keys To Your Unbelievable Sales Success! appeared first on The Sales Evangelist.

Today, we will dive into the power of giving value to your customers through educating them first before you even start selling. Our guest for this episode is a California dude Anthony Tran. His company, Marketing Access Pass, is a full web service business that designs websites to social media marketing search engine optimization. He […] The post TSE 091: How To Offer Value Through Education And Win More Deals! appeared first on The Sales Evangelist.

In sales, rejection is always part of the game. Whether you like it or not, there will come a point in your sales career where a client will reject you in one way or another. How do you handle that? Rejection is like a treasure chest wherein lies hidden opportunities just waiting to be unlocked. […] The post TSE 090: Building A Bullet Proof Sales Professional Mindset appeared first on The Sales Evangelist.

Happy Thanksgiving everyone! During this episode I reveal one of the most unexpected things I am thankful for. Can you guess what it is? Well, obviously I am grateful for the usual things such as health, family, freedom and most importantly my wife. But the most unexpected thing I am grateful for in relations to […] The post TSE 089: The Most Unexpected Thing I am Thankful For! appeared first on The Sales Evangelist.

During this episode I had the privilege of interviewing Richie Norton who is the bestselling author of The Power of Starting Something Stupid. Richie is also the author of the #1 Amazon download –Résumés Are Dead and What to Do About It. He is an international speaker and consultant for the corporate growth and personal development industries, a social […] The post TSE 088: Increase Your Sales Success By Starting Something Stupid! appeared first on The Sales Evangelist.

This is the final countdown! Indeed, this is a crucial time not only for your pipeline, but also, for your business. The key is to focus, focus, focus! Here are 4 Strategies to help you close out the quarter successfully: Focus on deals that are more likely to close. Stop being an opportunity hoarder, […] The post TSE 087: 4 Strategies You Must Do To Close Out The Fourth Quarter Successfully! appeared first on The Sales Evangelist.

BREAKING NEWS everyone! The sales professional is evolving. And the way that professionals are selling is changing rapidly too. Therefore, you need to keep up with the changes in the market as it continues to evolve. In this episode, I had the awesome opportunity to speak with Jeff Zelaya, a social connector, a leading social […] The post TSE 086: Evolution Of The Sales Professional….Adapt or Become Extinct! appeared first on The Sales Evangelist.

Having played soccer in my neighborhood as a kid, middle school, high school, and even in college, I can see how the game of soccer can be incorporated into the way we do sales effectively. Here are the things that I’ve learned from soccer coach, Coach Ruth: Take more shots on goal. Don’t be afraid. […] The post TSE 085: Three Reasons Why You Are Not Closing Enough Deals! appeared first on The Sales Evangelist.

During today’s interview I had the pleasure of speaking with Linda Richardson about her new book, “Changing The Sales Conversation”. Linda is the Founder and Executive Chairwoman of Richardson, a global sales training business. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence for 2006. In […] The post TSE 084: Changing The Sales Conversation with Linda Richardson appeared first on The Sales Evangelist.

“Contract hell”…. This is the one place that no seller wants or needs to be. Believe me, I have been through it and it is not a pleasant place to be. During this episode, I will explain what “contract hell” is like and how and why you need to stay away from it. What is […] The post TSE 083: How To Avoid Contract Hell! appeared first on The Sales Evangelist.

During this episode I interview Bob Rickert, author and CEO of PCS Strategies. Bob has been selling for over 30 years. After selling for fifteen years ago he said to himself that he was “selling like all my competitors,” he had an epiphany that forever changed his life. He learned that to reap the greatest […] The post TSE 082: Learn Why Every Sales Professional Need To Become A Profit Hero Today! appeared first on The Sales Evangelist.

During this episode I had the honor of having one of my listeners and great friend, Shem Carlson on the show. Shem is an Account Manager for Hibu formerly “Yellowbook”. He is currently finding great success selling media advertising for small businesses. Now, back in episode 6 Shem asked a question on how to deal with […] The post TSE 081: Case Study “How To Deal with People Who Are Too Nice To Say No!” appeared first on The Sales Evangelist.

During this episode I had the honor of interviewing Joseph Michael, founder of Learn Scrivener, an online training course to master the use of the scrivener writing software. Joseph is an inspirational thought leader in the areas of online entrepreneurship, life efficiency and business coaching. Throughout our conversation for this episode Joseph and I chat about […] The post TSE 080: Identifying Your Ideal Customer’s Challenges & Speaking Their Language appeared first on The Sales Evangelist.

So, several years ago my wife introduced me to a TV show on TLC (Opps, I said HGTV on the episode instead of TLC) called Hoarders. I am sure you have seen it or heard of it before. The people on the show all have mental or emotional challenges that prevent them from letting go […] The post TSE 079: Is Opportunity Hoarding Killing Your Closing Rate? appeared first on The Sales Evangelist.

In this episode I interview Marcus Sheridan, aka “The Sales Lion”. Marcus helps businesses embrace the power of content and inbound marketing through his personal experiences. Him and his team offer content marketing consulting & workshops, HubSpot consulting, speaking opportunities and blogging services. He is passionate about selling and the power that comes to an organization and sales professional when they […] The post TSE 078: Why Sales Professionals Need Inbound Marketing and Transparency More Than Ever Before! appeared first on The Sales Evangelist.

During this episode I answer questions that are often brought up by sellers in regards how to handle the situation when your customer is trying to bring up pricing too soon. I feel that one of the important things to establish with the prospect is that you are not going to enter a price war […] The post TSE #077: How To Handle Pricing Questions Early In The Sales Process appeared first on The Sales Evangelist.

Have you ever wondered if door to door sales is worth it, much less even profitable? Well, my friend Paul Shakuri can certainly prove that it is. In this episode I had the pleasure of bringing Paul on the podcast to chat with us about the door to door sales industry and how he found […] The post TSE 076: How Paul Shakuri Earned Six Figures Doing Door to Door Sales! appeared first on The Sales Evangelist.

Okay, so tell me if this has ever happened to you before. You are working with a prospect and for some reason they have to put the project on hold for six months. Whether there is some litigation reasoning, lack of sufficient budget or whatever (insert your own reason here). Whatever the reason is they […] The post TSE 075: How To Stay Top Of Mind With Prospects Without Being Annoying! appeared first on The Sales Evangelist.

Are you sick and tired of your mediocre sales performance and are looking for a game change? Well, I guess thats why you listen to The Sales Evangelist podcast and today we have the prefect person who can help you “change the game”. I introduce to you Mr. John Condry. John is a creator, innovator […] The post TSE 074: A Sales Professional’s Guide to Game Changing Performance! appeared first on The Sales Evangelist.

We have all experienced this before right? You go on a sales call with a business partner, a sales engineer or even your manager (that’s a whole other episode in it self). But you are also in the sales meeting with someone else in a team selling situation and you didn’t do much preparation prior to […] The post TSE 073: 3 Important Things To Remember When Team Selling! appeared first on The Sales Evangelist.

In this episode I interview Amar Sheth who is a Principal at Sales for Life. Amar has over a decade of digital marketing experience and currently educates sales professionals like you and me how to effectively use social media to generate leads. There are many sales professionals who have a LinkedIn and Twitter account, but […] The post TSE 072: Social Selling Practices That Will Drive Results For You Today! appeared first on The Sales Evangelist.

Why You Need to Embrace Silence as a Sales Person Have you ever experienced a situation like this? There you are sitting across the table from a prospect who you have been working with for several meetings now. All the signs seem to be there that this will be a done deal and all you […] The post TSE 071: Why You Need to Embrace Silence as a Sales Professional appeared first on The Sales Evangelist.

Hustle, hustle, hustle…. Steli was born for the hustle and is the perfect person to have on the show to help us as sellers and entrepreneurs improve their hustler’s mindset. Steli is the founder and CEO of Close.io and ElasticSales. He is an expert when it comes to startups. He has assisted in more than […] The post TSE: 070 Learn How Hustling Can Help You Close More Deals Today! appeared first on The Sales Evangelist.

Post by The Sales Evangelist. As a new seller, one of the biggest challenges that I faced was the fear of saying “no” to prospects or clients. Why? I thought if I said no to any questions that they ask, I would disappoint them and eventually turn them away. Have you ever felt the same […] The post TSE 069: Just Say Noooooo! appeared first on The Sales Evangelist.

Jill Konrath is a best selling author of 2 award-winning books: SNAP Selling (#1 Amazon bestseller) and Selling to Big Companies, a Fortune magazine “must read.” Jill’s newest sales book, AGILE SELLING, was released earlier this year and was the target focus for this podcast interview. The main things that Jill does in her book is teaching salespeople how to succeed […] The post TSE 068: Learn How To Become An Agile Seller with Jill Konrath appeared first on The Sales Evangelist.

In this episode my good friend Jay Quiles and I interviewed Mike McGee who is one of the co-founders of the of Starter League and Starter School. Mike and his co-founder started Starter Leagues as a solution to their “pain” they faced as they tried to develop a start up business. Without any coding or […] The post TSE 067: Uncovering Pain and Creating Revolutionary Solutions! appeared first on The Sales Evangelist.

Have you ever found yourself getting nervous while presenting or even speaking with a prospect? So for your nervousness, do you begin to speak REALLY FAST? Well, you are not the only one. What if I told you it’s something many sellers were (are) guilty of at one time or another? As a new seller […] The post TSE 066: 3 Reasons Why New Sellers Speak So FAST! appeared first on The Sales Evangelist.

During this episode I had the great opportunity of interviewing Jeb Blount, Mr. Sales Gravy himself. Jeb founded SalesGravy.com in 2006 as a portal for all things sales. Over the next five years he and his dedicated team of sales professionals grew Sales Gravy into the most visited sales employment website on the planet. Thousands of employers connect with hundreds […] The post TSE 065: Learn Why Human Relationships Are At A Premium Today! appeared first on The Sales Evangelist.

Picture this, you are at a trade show or networking event and are having a really good conversation with a sales professional. You find out that her kids go to the same school as your kids and you were able to connect. Then out of curiosity you ask her, “Mary, tell me more about what you […] The post TSE 064: Don’t Let Your Prospects Do Mental Gymnastics! appeared first on The Sales Evangelist.

So I wanted to start something new on the show. We have many listeners who are applying the things that we are sharing and are finding success. On today’s episode we share Jason’s success story. Jason Tripp is a business-to-business sales professional working for Verizon Wireless. He has been working with them for about 15 […] The post TSE 063: Success Story-How Calendar Invite Helped Jason Tripp Gain More Clients! appeared first on The Sales Evangelist.

One of the big plagues for sellers is taking notes or updating accounts in their CRM (Customer Relations Management). Many of us love to visit with clients and prospects to learn their challenges, but when it comes to taking notes or writing a recap of what was discussed it is torture! I have heard my […] The post TSE 062: One Major Thing Most Salespeople Hate About Sales! appeared first on The Sales Evangelist.

Let’s face it, as a seller sometimes we all fall into a rut or need an extra boost. Well, this is why I thought it would be great to bring Eveline Pierre on our show. Eveline is also known as the “Campaigner of Empowerment”. She is the author of a book entitled “The Secret to Winning […] The post TSE 061: Eveline Pierre, Empowering Sellers with The Secret to Winning Big! appeared first on The Sales Evangelist.

Okay, I got to admit something to you. At one point in my sales career I thought I was a psychic! Well, not exactly, let me explain further. As a new seller I always assumed and tried to predict what I thought my prospects were thinking or going to do. As a result, I lost a lot […] The post TSE 060: You Are A Sales Professional….Stop Trying To Be A Psychic! appeared first on The Sales Evangelist.

Nancy Bleeke is the queen when it comes to having meaningful conversation with prospects. Conversations that really, engage the prospects and that really sells! She has been doing this for quite some time and offers impeccable advice. Nancy Bleeke founded Sales Pro Insider in 1998 to help companies improve their sales, customer service, coaching and teamwork […] The post TSE 059: Learn How To Have Conversations That Sell From Nancy Bleeke! appeared first on The Sales Evangelist.

Well, we have all heard that we should use LinkedIn to sell more; but the problem is many people really don’t know how to exactly do this. In this interview I had the great privilege of speaking with Josh Turner and learned from him some of the most powerful ways we can used LinkedIn to […] The post TSE 058: How To Use LinkedIn To Sell with Josh Turner appeared first on The Sales Evangelist.

One of the major challenges that I faced as a new seller was my over excitement for the products and services that I sold. As you can tell, I get pretty excited about things that I find valuable. The problem was whenever I met with someone, I was “that guy” who spoke way too much! […] The post TSE 057: Showing Up and Throwing Up Does NOT Work! appeared first on The Sales Evangelist.

One of the major challenge that many sellers are coming upon today is their over dependency on technology to gain more business, without any human interaction. Joanne Black is a sales trainer, consultant, speaker and an author who believes that technology is a powerful tool and should be used appropriately. But the key part of […] The post TSE 056: Learn Why Technology Alone “WILL NEVER” Seal The Deal! appeared first on The Sales Evangelist.

A few episodes back I mentioned the power of asking for referrals from everyone, even prospects. Now, granted the quality of a referral from a prospect may not always be the strongest avenue to get a referral but it sure beats a sharp stick in the eye for not asking for a referral at all. […] The post TSE 055: Is There a Proper Way to Ask For a Referral From a Client? appeared first on The Sales Evangelist.

Does selling using email really work? Well, Ian Brodie surely thinks so and I believe him! He is an email marketing expert and is able to prove it with his years of experience. During a recent interview with Ian, he shared some of his best secrets that has brought him tremendous success. Come and check […] The post TSE 054: How To Use Email To Sell with Ian Brodie appeared first on The Sales Evangelist.

During this episode I am going to go a little personal and share something that I learned early on in my sales career as a novice seller. You see, when making prospecting calls I use to think that there were only two possible outcomes. Either the prospect was going to reject me with a no, […] The post TSE 053: At Least 1 of 4 Things You Should Get From EACH Prospecting Call! appeared first on The Sales Evangelist.

Want to be a better negotiator? You will enjoy this episode. During this episode I interviewed Matt Hallisy. Matt is the founder of “The Playbook Negotiator”, which is an organization that trains educated sellers, entrepreneurs and business leaders. With over 20 years of selling, going through all the traditional training method, Matt says he had very […] The post TSE 052: The Negotiator’s Playbook with Matt Hallisy appeared first on The Sales Evangelist.