The Sales Evangelist

My Sales Reps Say They Are Too Busy...I Think This Is Crap!  Sales reps and sales leaders face a lot of challenges, and some sales reps say they are too busy. Sometimes the problems are nothing major, but on some other times, the problem causes a ripple in the revenue. One situation that causes such negative impact in sales is when salespeople claim that their pipeline is down due to busyness. Thi...

Many sellers overlook fundamental selling principles, but salespeople must learn the importance of a strategic network for business and career success in order to become proficient in our jobs.  Judy Robinett is an advisor to Springboard, an incubator that helps women founders, with great statistics of 19 IPOs and 165 strategic sells. Judy loves educating people and meeting entrepreneurs and helpi...

Some people aren’t into the idea of rejection but actually, there are positive reasons why getting a no is not such a bad thing.  Francisco Terreros is a co-founder of Felkrem , a full-service sports marketing agency focused on two core services. First, they represent professional footballers/soccer players in their careers both on and off the field, and secondly, they sell brands and reach the pl...

I saw a question on Reddit recently from a seller who wondered whether or not to create content on LinkedIn. The seller worried that writing about topics like quota, rejection, or prospecting might sound too salesy and might hurt his pipeline.  The truth is that many sellers have fear around the concept of creating content because we worry about how the audience will accept our ideas.  Middle scho...

How Leaders Sabotage the Sale Process Sales leaders sometimes make mistakes that compromise deals, so understanding how leaders sabotage the sale process can help us avoid the same mistake.  Erin Pheil is the founder of Mind Fix Group , a company that specializes in helping entrepreneurs, high-achievers, and high-performers eliminate their biggest mental roadblocks that hold them back and keep the...

Sales leaders must help their teams perform at peak levels, so they must start by understanding how to effectively coach struggling sellers.    I’ve seen this kind of coaching done badly in the past, and I’ve walked my own team members through these struggles. I’ve developed tips of my own and I’ve learned from Mike Weinberg’s book Sales Management Simplified .  Questions to ask All sales reps and...

Meetings serve an important purpose in business so we must learn how to run better meetings to avoid the feeling that we are wasting our time.  Reshan Richards is a career educator who launched an app — targeted for use in schools — that ultimately became a software business. He has seen a significant intersection between things that are effective in both business practices and the classroom. Toge...

Sales is a year-round activity with no off-season and no breaks, so it’s important for sellers to understand how to deal with stress, fatigue, burnout, and a lack of creativity.  Dana Cavalea is the former Director of Strength & Conditioning and Performance for the New York Yankees. Coach Dana, who helps companies optimize performance and productivity, wrote a book called Habits of a Champion: Nob...

While proper mindset is important, the actions high-growth coaches use to motivate their teams allow those teams to succeed in sales. Sarah Wirth works for EcSell Institute and studies sales leadership. Along with her team, they look at the coaches in the organizations they work with knowing that great coaches help teams to achieve better results.  Sarah travels the globe studying different teams...

Sales from the Street - The Unicorn Seller    Jen is the unicorn seller and everyone is enchanted by her rainbow-colored sales skills. She has lots of techniques and strategies which help her close deals. You want Jen, but she’s from the competing company and just in time, you heard that Jen wants to jump ship. This is your dream come true!  You think of Jen and you automatically think of all the...

The Pipeline Hoax The American dream or the pipeline hoax? The American dream is about owning a home or a piece of property that belongs to you. But homes are expensive and not everyone can afford the American dream. In the year 2000, people who shouldn’t have qualified for home-ownership started owning homes and this occurrence caused a worldwide crisis.  The housing crisis connects to sales in t...

Some people believe that quitting is bad, but Dr. Stanley Robertson believes that the winners-never-quit fallacy is preventing your success. Dr. Stan — CFO for a non-profit in Chicago — takes issue with the idea that quitting is always bad and he wants to share ideas about how to become a successful quitter. Quitting  Quitting is simply giving up on something. You can quit going to the gym or quit...

Your company continues to grow and you need leaders to guide your team, so you’re considering the question, “When should I promote someone?”   Because of your company’s growth, you need leaders and you need managers. So who should you promote? What do you look for in the people who will lead your teams? What characteristics or habits should they possess?  Developing leaders Even if your business i...

Sellers often face obstacles in their sales process, and the need to remove them is sometimes referred to as the need to “Shoot the donkey.” Will Batista has worked on several presidential campaigns and other political campaigns throughout the country. He recently led a state ballot initiative to change Nevada’s constitution and now he is now working in the energy sector, particularly in the commu...

Creating an authentic personal brand is important because everything that we develop in business is based on creating a personal brand. As sales reps, polishing your personal brand must be a priority to stand out to everyone no matter where you go or where you are.  Emily Soccorsy and Justin Foster are co-founders of intrinsic branding practice Root + River . They have combined their experience an...

Managing tasks as a leader is difficult because all the tasks are urgent and you have the internal battle of deciding which tasks need your attention.  You might have a meeting with recruiters about the hiring, or you’ve got to do an interview with some sales reps, or you’ve got to create a report for the VP, and other equally important stuff. The list could go on and on and in the end, you aren’t...

Every person in every industry can improve a little bit every day by focusing on self-improvement and developing respected leadership traits. Whether you’re a seller, a sales leader, or someone who isn’t even involved in sales, you’ll likely find yourself responsible for guiding people and helping them succeed.  Luis Weger works with a startup focused on changing the medical construction industry...

Some sales teams complain about everything from marketing to CRM and comps, but if you develop the ability to show your team you care, you’ll overcome the negativity and establish a great work environment. I’ve worked as a sales rep, as a sales leader, and as a consultant, so I understand that complaints are a normal part of the sales process. In some organizations, though, the sellers don’t compl...

Supporting a cause as part of your business model can help you establish your brand and create a personality for your company, and “cause marketing” can draw customers who want to do business with you.  Cause-based marketing stems from a business or a business owner that champions a cause that they believe helps with their personal branding as well as the company’s brand. It benefits a specific ca...

Whether you’re a brand new sales rep, a sales leader, or an experienced seller, the key to success relies on your ability to build a championship sales team.  Will Richter drives revenue for medical device companies by increasing their sales volumes, reducing their operational inefficiencies and crushing their competition. He has the unique ability to find the blind spots in any company's sales pr...

The Sales Evangelist team understands the challenges in coordinating calendars and that’s why I love Calendly. This tool is perfect for ensuring that your schedules are well planned and plotted.  Calendly for selling  Calendly is a great tool that we’ve been using for years. The calendar dance is a common routine among sales reps who go back and forth with prospects, and partners trying to set a m...

There’s no greater gift you can give to a seller than leads so we’ve uncovered 3 core SEO principles to help increase your inbound sales.  We’re working to unite the two warring departments of sales and marketing. Kyle Carney has a passion for helping businesses grow and he does that with principles that help organizations earn inbound leads as fuel for growth.  Lead generation mistakes Many busin...

Many sellers rely on old ideology to engage their customers without realizing that if they flip the script, they can set the rules for the sale instead of conforming to the buyer’s rules. Oren Klaff is the author of Pitch Anything , a required reading throughout Silicon Valley, Wall Street, and Fortune 500 companies. Oren is the world’s leading expert on sales, raising capital and negotiation and...

If you ask sellers what they want more of, the second most popular answer will be quality leads, and the good news is that there are plenty of tools available to generate quality leads on demand.  Joshua Smith serves as sales director of a real company called Fizzy Blocks on the front lines of revenue acceleration. He’s the co-founder of a couple of businesses and the author of the book Stacked: H...

Building a Culture of Empathy and Accountability   Every organization needs a culture of empathy and accountability no matter what it’s doing. Sometimes, we only have empathy and neglect accountability but it’s important to have both. Justin Dauer is with us in this episode to explain to us how to get both and give recommendations on the right way to do it.  Justin is the VP of the Human Center De...