The Sales Evangelist

Sellers who discover how to be successful without a marketing department, in a crowded marketplace, and when the customer isn't even looking will be successful in almost any circumstances. I got a question from a listener named Jon Billings who wanted to know how he could teach people who "don't know what they don't know." For instance, if the customer isn't looking because he doesn't know he has...

[smart_track_player url="http://traffic.libsyn.com/thesalesevangelist/TSE_1091.mp3" background="blurred_logo" ] When you're looking to grow your business or your brand, it's important that you recognize the three things small businesses get wrong when marketing. We're at the Florida State Minority Development Council expo visiting with my friend Stephen A. Hart . He's a brand alignment strategist...

Hearing from other sellers can help us improve our own techniques, and today Troy Rackley shares his own killer message and how he communicates that he's selling more than water. Troy grabbed my friend Steven Hart's attention and Steven told me I had to interview him. Big shoutout to the Florida State Minority Supplier Development Council for connecting us with entrepreneurs like Troy. Water probl...

I get a lot of requests to appear on The Sales Evangelist, but Jason Bay set himself apart from the crowd by sending a video email and changing the email game. Jason started his sales career while he was in college, and he and his wife now run a company called Blissful Prospecting , where they remove the stress of prospecting by doing it for their clients. He quickly discovered that the smaller mi...

You may believe that social selling won't work for your company or industry, but if you take advantage of the 4 pillars to leveraging LinkedIn for business development, you'll be surprised at how it can help you expand your reach. Brynne Tillman is the CEO and "LinkedIn Whisperer" of Social Sales Link and the author of The LinkedInSales Playbook and she has spent more than a decade coaching people...

Sellers who interact with and provide value to prospects using social media must understand the characteristics that turn this into the kind of social selling your customers want. We're tackling this topic all month, and even if you aren't a big social media person, we're providing an actionable plan to help you get in front of your prospects. It isn't enough to "set it and forget it" or generate...

Social selling is the new sales because it utilizes all the techniques and tools that we've always enjoyed as sellers in order to help us build better relationships. Although nothing will ever replace the face-to-face relationships that sellers have with their clients, social selling is a valuable tool. Today Carson Heady shares what he has learned over a 17-year sales career about prospecting and...

There’s a huge prospecting opportunity right under your nose, and it’s a LinkedIn gold rush that can help you generate more leads and connect with more people. Even if you have been on LinkedIn since 2016 like I have, it’s possible that you aren’t even scratching the surface of what it’s capable of doing. LinkedIn isn’t paying me to say any of this. I’m telling you because I know how much you can...

When we convince ourselves that we have nothing more to learn, we fail to ask enough questions and we sometimes even commit sales malpractice. Brian Robinson has been in sales for more than 20 years, but he said that he only thought he knew how to sell while he was in corporate America. He calls his plunge into entrepreneurialism the hardest thing he has ever done, and while it was successful, he...

Sometimes as sales reps we don’t bring enough value to the table and there are 3 crucial signs you need to add more value so you won’t be judged only on price. Dion Travagliante runs Madison One Consulting, a consulting practice where he solves problems for SAS businesses. He said he loves the fact that sellers have latitude in their careers and he loves the chase of finding the potential customer...

When your prospects find 100 new email messages waiting for them on Monday morning, if your emails give no value, your prospects will never open them. If there's nothing in the subject line or the first sentence of the message to grab their attention, your prospects will probably never even open the message. Sellers must give thought to what their first sentence is saying to uncover how their emai...

When you interact with your prospects, your goal should be to provide such great value that you leave people better off whether they buy from you or not. We've been talking about value all month, and today hypnotist Jason Linett talks about how people can change their thinking to grow their business. Growth isn't just about your platform but it's largely about how you tell the story to your audien...

[smart_track_player url="http://traffic.libsyn.com/thesalesevangelist/TSE_1080.mp3" background="blurred_logo" ] Building value is a critical part of any sales process, and the discovery meeting is an important step in that process. How much should you prepare for the discovery meeting beforehand? What should you know? What should you do? The insights I'll share come from the TSE Certified Sales Tr...

Many sellers understand the challenge of using emails to reach out to prospects, but Chad Sanderson tells us that using brief, compelling stories in sales emails can leave a memorable impression on a prospect who is inundated with noise. Chad has worked as a marketer, seller, sales leader, and entrepreneur, so he understands the perspective of everyone listening to this podcast. Email issues Chad...

A sudden influx of new leads seems like a dream come true, but you often have to determine which type of customers are the best in order to assess whether it's really a good thing. If you haven't yet grabbed a copy of The Transparency Sale: How Unexpected Honest and Understanding the Buying Brain Can Transform Your Results by Todd Caponi, get it before he joins us on the podcast in the near future...

Sellers can guide prospective customers through the purchasing journey by holding prescriptive conversations with buyers.  Tom Pisello launched into the topic of prescriptives because he was a product manager who was launching products in the marketplace, with a sales force that had never engaged these particular customers. In an attempt to help buyers make decisions, he created prescriptive tools...

The trend in sales now is to provide value to your customers, but there must be some kind of exchange in the transaction, so you may find yourself asking, "When should I talk about price?" How do you bring it up? What exactly will you say when it's time to talk about it? Today we're going to share ideas that will help you provide tremendous value and ensure an effective, value-rich conversation fo...

Human behavior plays a huge role in sales and understanding what makes people tick is one of the most important concepts sellers in all industries should seek to learn. Joe Sweeney has worn a variety of different hats over the course of his career, but he loves human behavior and he says it's the key to success in sales. Buyers You must understand why someone would buy your product. Joe's philosop...

Sales scripts put sellers inside a box and lock them into selling a certain way, but when you throw away your sales script and do more creative, engaging selling, you'll increase your conversion. Ned Leutz runs two teams for ZoomInfo , a business data and technology company that helps salespeople get in touch faster and drive more meetings and more sales. He'll talk today about throwing away the s...

Many sellers discover that their perfect pitch is not working because, as they work to build value, they are appealing to logic rather than emotion. We're devoting the whole month to a discussion about building value, and some of today's information comes from the book The Transparency Sale written by Todd Caponey. Todd will visit with us on the podcast in the near future, but today we'll talk abo...

Smart sellers can make social media work for them by building a personal brand, giving value, connecting with others, and growing their business. Andy Storch is a consultant and coach who is always learning new things about sales and who loves the freedom that selling provides. Though he says he still has a lot to learn, he has an advantage over many others because he's always trying new things. B...

Even if you’ve been selling for years, it’s possible that you’ve overlooked some ideas that will help you perform better, like working to shorten the sales process with video.  Today we’ll discuss some ideas that will help you shorten your sales cycle and some ways to use video to accomplish it. I’ll also share a real-life example from one of my clients to demonstrate how effective it can be. POWE...

Many sellers elongate the sales process without even realizing it, and Steven Griffith is here to talk about how to take control of your time and to explain that your time management ideas are wrong. Steven is a performance coach and the author of the book, The Time Cleanse: A Proven System to Eliminate Wasted Time, Realize Your Full Potential, and Reinvest In What Matters Most . He explains how t...

Selling is honorable, and we should be proud of the work we do because nothing happens until somebody sells something. Today Harry Mazier talks to us about the importance of selling and how every organization must practice the fundamentals of selling in order to do it well.  It begins by understanding the importance of being a sales professional. Relationships The short attention span of today's b...

If you're giving your customers things that you value instead of focusing on things that your customer needs or wants, you should be aware of the 5 things you get wrong when it comes to building value. We're dedicating the month of April to a discussion of building value, and we're starting with the fundamentals of building value. 1.  We fail to solve the problem. People will only change if they s...