The Sales Evangelist

So you’ve gone through your customer discovery phase, now what? Today’s guest is William “Skip” Miller. Skip was previously here on the show back in Episode 639. If you haven’t yet, listen to it as he talked about effective discovery. Today’s episode is Phase II where he talks about value below and above the line, […] The post TSE 631: How To Engage Executives In Meaningful Conversations That Will...

Building rapport is critical in sales. We all know that, I’d assume. It even sounds basic, right? However, not all of us necessarily do what we already know. And you may have probably done some of this stuff but don’t just realize you’re doing it so you have to be intentional as well. Therefore, it’s […] The post TSE 630: TSE Hustler’s League-“Be One With Your Prospects” appeared first on The Sale...

Rejection is part of sales. And if  you don’t know how to handle it then probably this isn’t the career for you. But sales can be learned and it can be learned by anyone. It’s a matter of finding that process to help you get over rejection and ultimately gain confidence. Today’s guest is Omar […] The post TSE 629: Sales From The Street-“The Old Way Is Not Working” appeared first on The Sales Evang...

Let’s talk Marketing version 2.0! Today’s guest is Scott Dubois and he shares specifically about how you can utilize personalized media in sales to grab the attention of your prospects. Especially if you’re doing account based marketing, listen to this episode and learn things you probably have never thought of before. Scott is the Co-Founder […] The post TSE 628: How To Use Personalized Media To...

You’ve probably met somebody in one way or another where they do something for you but you just know there are strings attached to that. They expect something from you in return. Sure, they talk about reciprocity but what does it really mean? Reciprocity happens when you do it without any intention of getting something […] The post TSE 627: No Strings Attached! appeared first on The Sales Evangeli...

Message is something often overlooked by salespeople especially those just winging it. They are too focused on finding leads but once they get to speak with someone on the phone, the freeze out. Sometimes too, we’re sending the message to the wrong people reason why our deals are not progressing. Today’s guest is Barbara Giamanco, […] The post TSE 626: Your Sales Message Matters. What Does Yours S...

So you think your message is good, huh? But is that what your customers want? Do you speak to their challenges? Are you able to solve their problems? Well, it better be more of a solution-provider rather than a product pitch. Today, I’m sharing with you yet another snippet of one of our past training […] The post TSE 625: TSE Hustler’s League-“The Golden Message” appeared first on The Sales Evange...

Too scared to follow up? In today’s episode on Sales from the Street, fellow Floridian Jeff Lee II shares with us how he overcame his biggest challenge of following up. Jeff and I initially connected on LinkedIn. He is currently the Teams Sales Director at a startup called Cybrary, an open-source cyber security and IT training […] The post TSE 624: Sales From The Street-“I Didn’t Like Following Up...

We all hear about making yourself different to stand out from your competitors, but how do you really differentiate yourself without having to color your hair purple? Our guest today is Jeffrey Shaw and he’s going to talk about how you can make yourself more marketable by discovering what makes you different. A former photographer, […] The post TSE 623: Discovering What Makes You Different Which M...

As a salesperson or an entrepreneur, you have to be consistent if you want to see significant results. Today, I’m sharing with you some insights into how you can become more consistent in your efforts to finally achieve your goals, make sure each call counts, and get the close that you want.   Practice is […] The post TSE 622: Number One Sales Tip To Performing Your Best On Every Sales Call appear...

Looking for an exciting, highly effective tool you can use for your next sales conversation? Then you surely need to listen to this episode. Marc Levine is the Founder of Improv My Sales, a training and coaching company focused on salespeople where he works with individuals and companies to help them utilize the power of […] The post TSE 621: How to Empower Customers to Make Faster Decisions Throu...

As what others would say, me included, “The riches are in the niches!” Today’s snippet from one of our sessions over at the TSE Hustler’s League is about how you can create a proper buyer persona, things you should look for, questions you should be asking yourself, and things you need to keep track of to […] The post TSE 620: TSE Hustler’s League: “Creating A Proper Buyer Persona” appeared first o...

Scared of putting your price on your website? Some entrepreneurs I know are afraid of putting their coaching prices on their website. I had a fair share of that fear too because I thought I was going to push people away or they won’t want to talk to me anymore. Your time is valuable. As […] The post TSE 619: Sales From The Street-“Should I Share My Price?” appeared first on The Sales Evangelist .

It wasn’t a smooth path for Melissa Krivachek. Seven years back, she was broke and homeless. And she knew something had to change. Fast-forward to now, she has been nominated for Forbes 30 Under 30, on the cover of Evolution Magazine as a Top 40 Player Under 40, and she was awarded the 1% of […] The post TSE 618: Making Millions In Your Living Room appeared first on The Sales Evangelist .

Whether you’re selling life insurance or a car or plumbing service, you’re in an area where there’s a lot of competition and you’re trying to standout. But how can you best stand out within the industry you’re in? Creativity is key. In one of the early episodes of How I Built This Podcast by NPR, […] The post TSE 617: There’re Too MANY of Us Here! appeared first on The Sales Evangelist .

Sometimes we think we know what our customers think, feel, or want that sometimes when things don’t go down our way, we end up forcing ourselves on them. Remember, people love to buy, not to be sold. Today’s guest is Kathy Chiang and she shares with us some insights into understanding the voice of customers […] The post TSE 616: Understanding the Voice of the Customer In Your Data appeared first o...

The way most businesses are set up is that the company or seller pushes something on the buyer. And that’s not cool. Totally not cool! By doing this, your prospects will feel they’re being tricked into something. You don’t want people to feel like that. You have to build trust with your prospects. Today’s snippet […] The post TSE 615: TSE Hustler’s League -“Sell The Way Your Prospects Buy” appeare...

As an entrepreneur and seller, prospecting is one of the fundamental things you need to master. Today, I’m sharing some effective ways I’ve seen to get to that decision maker. This is something you’re going to have to do as a seller. These are strategies I’ve seen that work and that you can tweak and […] The post TSE 614: Sales From The Street -“Reaching VITO” appeared first on The Sales Evangelis...

Today’s guest is Joe Carlen, Co-Founder of Value Guards, LLC and practitioner of business valuations, patent valuations, and marketing assessments. He is consulting for hundreds of entrepreneurs and companies over the past 15 years including Westinghouse and Unicom Technology. Joe is also the author of the book A Brief History of Entrepreneurship and today he […] The post TSE 613: Five Mistakes En...

Coaching problems? Basically, it all comes down to the situation the seller is in at a particular time. They may be having a tough time with cold calling or closing the deal. In each of those situations, tailor your sales coaching towards the benefit of the individual. Account Executives versus SDR’s First, it’s important to differentiate […] The post TSE 612: Four Fundamental Areas You Should Sta...

Mind the gap! I’m not talking about London tubes here but today’s guest, Tibor Shanto, is going to teach us this concept of how you can help your buyers understand where they are and where they want to go as well as how you can fill that gap with your product or service. Tibor Shanto […] The post TSE 611: What Is The “GAP” & How Can I Find It In My Prospects Business? appeared first on The Sales E...

Oftentimes, many sellers overlook the importance of pre-call planning and you can’t just wing this part of the process. Today, we’re pulling another snippet from one of our sessions over at the TSE Hustler’s League. Last week, we spoke about issues causing bad close rates. Today, we dig into the fundamental topic of pre-call planning. […] The post TSE 610: TSE Hustler’s League-“Pre-Call Planning”...

What if your warm leads are not warm enough? Just because your leads are smiling back at you doesn’t mean you had them at first glance. You’ve got to make sure you’re able to nurture your leads in every step of the buying process. This is where I bring on a sales professional or an […] The post TSE 609: Sales From The Street-“Cold Warm Leads” appeared first on The Sales Evangelist .

As we’re celebrating Independence Day, it’s just right to discuss how you can gain financial freedom by solving the blocks that shift our thinking from entry-level job status to understanding opportunities that breed financial success. A ton of great stuff today and you definitely don’t want to miss this! Today’s guest is Nick Ruiz. He […] The post TSE 608: Declaring Freedom From Mediocrity & Forg...

Not having any luck with your hiring process? Today, I’m sharing my thoughts and insights into some hiring strategies that may help your business big time as well as what you can do as a sales rep to successfully get through the hiring process. To Hire or Not to Hire Many entrepreneurs tend to scale […] The post TSE 607: How Humble Should I Be At My New Sales Job? appeared first on The Sales Evang...