The Sales Evangelist

There’s a difference between having a lifestyle business and having a business that’s truly scaling and growing. In order to grow, you have to have customers. The secret is to buy your competition. On today’s episode of Sales From the Street, Carl Allen talks about how to massively grow your sales by acquiring another business. […] The post TSE 909: Sales From The Street:”Buy Your Competition” app...

For sales leaders, improving your team’s numbers isn’t always enough. If you can help your team innovate, engage, build trust, and be purposeful, you’ll lift your team up and improve their lives. Lifter leadership will change your sales team and change your company. On today’s episode of The Sales Evangelist, Paresh Shah, author of the […] The post TSE 908: Lifter Leadership-How To Innovate, Engag...

How far are you willing to go to get ahead of the competition? In order to be successful, you must do the opposite of what everyone else is doing. Realize that little things matter the most when you’re leading, and if you adopt them in your own business, you can become a better sales leader. […] The post TSE 907: The Little Things Matter The Most When You’re Leading appeared first on The Sales Eva...

Selling is always a challenge. When sellers are confused about what they’re selling or about what their customers want, selling is impossibly hard. Learning to ask questions that sell will absolutely make a difference in your sales process. Paul Cherry talks to The Sales Evangelist audience about identifying the customers’ pain issues and getting them to […] The post TSE 906: Questions That Sell-T...

If your sales team focuses only on how many deals are closed, you won’t know much about your sales process. When the numbers drop, is the problem with the prospecting or with marketing? If you’re only focused on results, you won’t know. In order to find the holes in your sales process, you must evaluate […] The post TSE 905: TSE Hustler’s League-“Holes In Your Sales Process” appeared first on The...

We all understand the importance of building value for the prospect. It’s important to know, too, that it’s an ongoing process. We should focus on building value before, during, and after the meeting. On today’s episode of The Sales Evangelist, Josh Smith, author of How to Guarantee Qualified Sales Meetings With Real Decision Makers, explains why building […] The post TSE 904: Sales From The Stree...

Regardless of your industry, you’re probably invested in helping your sales team optimize its performance. Ultimately, we need our teams to hit their quotas and perform at their peak. So how do you help your team get more time back in order to exceed quota? Jason Loh visits The Sales Evangelist podcast today to help […] The post TSE 903: How To Get More Time Back As A Sales Manager To Exceed Quota...

Sales numbers won’t tell you much about your sales team. They might tell you who’s struggling and who isn’t, but they won’t tell you where the problems lie. Numbers alone aren’t sufficient to help you coach your sales team. On today’s episode of The Sales Evangelist, we’ll discuss the role numbers play in coaching a […] The post TSE 902: Numbers Alone Can’t Coach appeared first on The Sales Evange...

Authentic leadership involves understanding that everyone has a unique journey, and everyone brings some kind of baggage to the office. You don’t have to understand the baggage; you simply have to understand that they have it. On today’s episode of The Sales Evangelist, Dr. James Kelley, professor of marketing, talks to us about authentic leadership, […] The post TSE 901: The Authentic Leader Mode...

We have produced 900 podcast episodes! Today on The Sales Evangelist we’ll celebrate our 900th episode and share the impact the podcast has had on our business, as well as some highs and lows. We’ll discuss where we came from and where we are going. It’s humbling to think about. Twenty episodes a month designed […] The post TSE 900: Where We Came From And Where We Are Going! appeared first on The...

Leadership is difficult. Even when the people you’re leading have something in common, it’s tough to lead a varied group of people. Leading a group of independent, free-thinking employees presents a unique challenge, but it’s one that allows you to leave your mark. On today’s episode of The Sales Evangelist, Barth Getto, president of Empowery […] The post TSE 899: Sales From The Street-“Your Legen...

Christie Walters believes that sales is an act of service. She defines coaching as the secret sauce for all top performers. Coaches take on different forms, and Christie believes that the best coaches operate from the performer’s perspective rather than their own. On today’s episode of The Sales Evangelist, Christie Walters, co-host of the podcast […] The post TSE 898: What Role Does A Sales Coach...

As a sales manager, your focus must rest largely on your sales reps rather than your customer. You must win your sales reps over in order to get them to perform at their peak. Do that asking great sales coaching questions and building strong relationships. On today’s episode, we’ll discuss how to help your sales […] The post TSE 897: 15 Great Sales Coaching Questions You Should Ask appeared first...

In order for your organization to operate at its best, the people within must be empowered. The team must feel confident working together and it must believe in the process. But believing in the process begins with the leadership, which is why you must empower yourself before you can empower others. On today’s episode of […] The post TSE 896: Empower Yourself First Before You Can Empower Others ap...

                  When you’re talking to a prospect, the most important thing you can do is build value into the conversation. Your goal should be to delight them in ways that none of your competitors have. One of the easiest ways to do that is to use their […] The post TSE 895: TSE Hustler’s League-“Use Their Own Words” appeared first on The Sales Evangelist . Mentioned in this episode: HubSpot a...

          When sales are good, life is good. So what do you do if you’re a brand new business that isn’t making enough money to pay the bills? When larger companies believe you’re too new to trust, you must learn marketing in order to help others get to know your business. […] The post TSE 894: Sales From The Street-“Learn Marketing” appeared first on The Sales Evangelist . Mentioned in this episo...

When your company on-board a new employee, you invest time, effort, and resources into the process. So if you’re going to spend the money, doesn’t it make sense to put energy into making sure the employee is successful? The key is to help new employees feel like they already belong. On today’s episode of The […] The post TSE 893: How to Make New Employees Feel Like They Already Belong appeared fir...

When your sales team isn’t hitting its numbers, what can you do to help them improve? How can you make sure your training process is effective? Ask yourself this: How can I better coach my sales team? On today’s episode of The Sales Evangelist, we’ll discuss sales coaching, and how you can help your sales […] The post TSE 892: How Can I Better Coach My Sales Team? appeared first on The Sales Evang...

Sales Enablement means different things to different people, and though the definition varies widely, it’s one of the fastest growing trends in the world of B2B selling. More than 59 percent of organizations report having a devoted sales enablement effort, but only 34 percent are achieving their goals. It’s vital, then, that organizations develop a […] The post TSE 891: Sales Enablement – A Master...

There’s always room for improvement. It’s why you listen to podcasts like this one. Sometimes successful sellers get so focused on the big stuff that they lose sight of the fundamentals. In sales, though, it’s about the inches. On today’s episode of The Sales Evangelist Hustler’s League, we’ll review sales fundamentals that can help you […] The post TSE 890: TSE Hustler’s League-“It’s About The In...

Working with a talented group of people doesn’t guarantee success, because talent and performance are altogether separate. Sometimes sales leaders find themselves leading a team whose performance doesn’t equal its talent. When potential is left on the table, how do you teach your team the value of talent vs. performance? On today’s Sales From The […] The post TSE 889: Sales From The Street-“Talent...

Stories validate the work you’re doing. They build value. And really good salespeople never stop telling stories. Mike Adams, author of the book Seven Stories Every Salesperson Must Tell, explains that stories forge connections between people who don’t know each other and they help to establish rapport. Today on The Sales Evangelist, Mike Adams outlines […] The post TSE 888: Seven Stories Every Sa...

I noticed something interesting at a conference I attended recently. The conference was amazing, but I noticed something noteworthy about many of the exhibitors: they didn’t know how to tell me the problems they solve. They tossed around words like noteworthy, synergy, cohesive, and proprietary, but they couldn’t answer the most important question: “What do […] The post TSE 887: What Do You Do…For...

Every aspect of selling has changed in the last 25 years. In any field where people have to connect with other people, the changes in communication have caused big shifts. For sales professionals, the key is to resist the urge to push back against millennials’ natural tendencies. Instead, let your millennials do their thing. On […] The post TSE 886: Professional Selling In The Age of Kardashian: L...

Imagine a dog chasing a car in your neighborhood. He’s chasing the car with every ounce of effort that he has, but clearly, he hasn’t developed a strategy: what will he do when he catches it? As sales professionals, we need a clear strategy for prospecting so we know exactly how we’ll delight the prospect […] The post TSE 885: TSE Hustler’s League-“Dog Chasing A Car” appeared first on The Sales Ev...