The Sales Evangelist

When Mike Simmons made the move from individual contributor to leader, he tried to implement his own approach to the sales process. He eventually realized that his scripts and his processes wouldn’t work for everyone on the team. He discovered that each person needs a unique set of guiding principles. On today’s episode of Sales […] The post TSE 884 : Sales From The Street-“Your Own Avatar” appear...

Mikael Dia wasn’t always an entrepreneur. His first business venture enjoyed early success. But it also revealed to him that he knew nothing about selling to people other than family and friends. As a result, he invested his efforts in learning to effectively acquire inbound leads. On today’s episode of The Sales Evangelist, Mikael shares […] The post TSE 883: How To Effectively Acquire Inbound Le...

Imagine being invited to coffee by someone who wants to hear more about what you’re doing. You arrive at the coffee shop, spot him, wave him over, and buy him a drink. After 30 seconds of talking about your project, he launches into a sales pitch. You realize you’ve been snared in the coffee shop […] The post TSE 882: The Coffee Shop “Meeting Trap” appeared first on The Sales Evangelist . Mentione...

Oren Klaff calls sales an art form. A lifetime of raising money taught him that it requires the same process as selling: find a buyer, get his attention, hold his attention, convince him to trust you, and then convince him that what you have is scarce. Once he discovers that others want what you have, […] The post TSE 881: The Art & Science of Pitching Anything to Anyone! appeared first on The Sal...

Sometimes, the relationship between seller and customer goes bad. Small mistakes grow into tension and the relationship starts to sour. In this case, it doesn’t matter who’s right or wrong. You must be the leader who initiates a two-way dialogue. This is the final episode of our three-part series about the book Stop Selling & […] The post TSE 880: Stop Selling & Start Leading-“Two-Way Dialogue” ap...

As a seller, you’ll come across many people who are hesitant to change. Whether they’re prospects or others within your company, sales leaders must recognize the importance of change and the reason for it. More importantly, innovative sellers will use their influence to convince others as well. On today’s episode we’re talking about the book […] The post TSE 879: Stop Selling & Start Leading-“Inno...

          Successful customers are the greatest recruiting tool available to small businesses. If your customers can deliver the message that your work is incredible, that’s much more effective than your blog post that says the same thing. Making customers more successful is key to business growth. Today on The Sales Evangelist, […] The post TSE 878: Why Making Customers More Successful is Key to...

Your prospects likely have dozens of sellers seeking to connect and build relationships with them. That means dozens of cold calls, emails, and presentations by dozens of different organizations. The key to success with any prospect is to build trust and be seen as an innovative seller. Today on The Sales Evangelist, we begin a […] The post TSE 877: How To Build Trust & Be Seen As An Innovative Se...

Sales is one of the most crucial parts of entrepreneurship, but many of us come up short. Because entrepreneurs occupy multiple roles, sales often gets lost in the shuffle of running our own businesses. On today’s episode of The Sales Evangelist, Brian Hendrick talks more about the challenges of selling as an entrepreneur. We first […] The post TSE 876: The Challenges of Selling As An Entrepreneur...

                Sales requires a predictable process, but too often sales professionals deviate from the established path. They improvise and eliminate steps, and lose sight of the overlooked basics. On today’s episode of The Sales Evangelist Hustler’s League, we discuss why it’s important to do the fundamental things that […] The post TSE 875: TSE Hustler’s League-“Overlooked Basics” appeared fir...

When Anna Talerico needed account execs, she discovered the hard way that growing account executives is much easier than finding them. Prior to the discovery, she spent a lot of time recruiting AEs without a lot of success. She kept hiring the wrong people. On today’s episode of Sales From the Street, Anna Talerico tells […] The post TSE 874: Sales From The Street: “Growing Account Executives” app...

Entrepreneurs, regardless of their industry, must learn to succeed in sales. Selling as an entrepreneur is challenging because you don’t necessarily have the same resources you had when you worked for a big company. As an entrepreneur, you have to do the sales, the fulfillment, and everything in between. Today, Bryan Hendrick from our The Sales […] The post TSE 873: The Challenges of Selling As An...

Many of the practices that new sellers use are ineffective. They don’t help your efforts, but you use them because other people said you should. Today on The Sales Evangelist, we’re tackling the sales myths crippling new sellers. Though there are countless myths that we pass down and cling to, we’ll address the top five […] The post TSE 872: 5 Sales Myths Crippling New Sellers appeared first on Th...

For many sales professionals, learning to sell to the C-suite is intimidating. Steve Bistritz has spent the last 17 years focused on selling to executives, and he says there’s a right way and a wrong way to do it. He shares his experiences today on The Sales Evangelist. Steve is co-author of the book Selling to […] The post TSE 871: How To Sell To The C-Suite appeared first on The Sales Evangelist...

Every prospect has objections. If you fail to address them well, your proposal could go dry. Your prospect may disappear. Today on The Sales Evangelist Hustler’s League, we’ll hear a discussion about how to align our prospects with our company and how to qualify our prospects before closing. Don’t trick the buyer. Sales professionals should […] The post TSE 870: TSE Hustler’s League-“Objection” ap...

When it’s time to scale your team, there are dozens of things that can go wrong. How do you make sure you hire the right team members? What if they don’t work out? How can I make sure the people I bring are really good. On today’s episode of Sales From The Street, we’ll discuss […] The post TSE 869: Sales From The Street:”Scaling My Sales Team” appeared first on The Sales Evangelist .

Sales professionals sometimes forget that people buy you. We get so caught up pushing our products or services that we lose sight of the importance of networking. Today on The Sales Evangelist, Jordan Harbinger, host of The Jordan Harbinger Show podcast, explains that networking isn’t just about interacting with famous or popular people, but rather […] The post TSE 868: People Buy You appeared fir...

Sales professionals sometimes talk so much about value that it becomes meaningless. We toss it around like a buzzword instead of sincerely seeking to provide value. What is value, and how can you become better at using value more effectively? Today on The Sales Evangelist, we’ll define value and discuss how you can make it […] The post TSE 867: What Is Value? appeared first on The Sales Evangelist...

Email is a great form of communication. It allows us to reach out to people on their time without interrupting them like a call would, but the ease of it is the reason more people are doing it. Sales professionals must unravel what works, what’s changing, and what not to do with cold email; why […] The post TSE 866: Cold Email What Works, What’s Changed & What Not To Do appeared first on The Sales...

On last week’s episode of The Sales Evangelist Hustler’s League, we heard from a member who was caught off-guard when a customer he thought was happy canceled their contract. We sought ways to help him identify what went wrong and to prevent the cancel from happening again. As you know, on each episode of The […] The post TSE 865: TSE Hustler’s League-“Prevent The Cancel” appeared first on The Sal...

Sales From the Street gives us an opportunity to hear from other sales professionals about the challenges they face and how they approach them. Today’s challenge is scaling a sales force. On today’s episode of The Sales Evangelist, Dimitar Stanimiroff explains how he handled building and scaling a sales force while he was still managing […] The post TSE 864: Sales From The Street: “Drink Your Own...

Many sales professionals rely on their talent and work ethic to help them succeed. They believe that if they go more and do more, they’ll achieve greater returns. They fail to realize that strategy is the key to real growth. Brian Margolis, the author of The Index Card Business Plan for Sales Pros and Entrepreneurs, has developed […] The post TSE 863: The Index Card Business Plan appeared first on...

Cold calling is always a challenge. If you’re in a role that requires you to spend all of your time doing cold outreach, it will mentally drain you. You may find yourself thinking that you can’t deal with even one more rejection. Many people discover they never knew cold outreach would be so hard. Today […] The post TSE 862: I Didn’t Think Cold Outreach Was Going To Be This Difficult appeared firs...

When companies make a conscious effort to attract women, it’s good for the business on all levels. Women are often more consistent at exceeding quotas, and they’re strong leaders as well. But there’s another component as well: stepping up and standing out as women in sales. On today’s episode, we’re talking with Barbara Giamanco, host […] The post TSE 861: Stepping Up And Standing Out As Women In...

Sales reps in small firms often have to do much of their own work. They do their own prospecting, conversions, and account maintenance, and they have to keep track of a lot of things. When a prospect says “I want to cancel,” we find ourselves questioning our decisions and wondering where we went wrong. On today’s […] The post TSE 860: TSE Hustler’s League-“I Want To Cancel” appeared first on The S...